【正文】 hs Sales Competency Model Development 10 Tool Development: Job Families and Sample Titles Seller (number of participants per study) Sales Leader (number of participants per study) APD: 205 EAME: 212 LAD: 99 NAD: 390 APD: 40 EAME: 59 LAD: 21 NAD: 180 ? Account Director ? Account Executive ? Account Manager ? Assistant Sales Manager ? Banquet Manager ? BTSM ? Business Development Executive ? Catering Executive ? Catering Sales/Services Manager ? Senior Catering Sales Manager ? Convention Manager ? CCS Manager ? Deputy Director of Sales ? Events Sales Manager ? Global Account Director ? Global Account Executive ? Global Account Manager ? Group Sales/Events Sales Manager ? LTSM ? OneCall ? Sales Executive ? Sales Manager ? Senior Sales Manager ? Assistant Director of Sales ? Assistant Director of Convention Sales ? Associate Director Global Sales ? Director of Banquet Convention ? Director of Catering ? Director of Catering/Convention Services ? Director of Event Management ? Director of Global Sales ? Director Global Sales ? Director of Group Sales ? Director of Sales ? Director of Sales Marketing 11 Understand Global Jobs Develop Draft Tools Aug. – Dec. 2023 Jan. – March 2023 Tool Development Overview ePredix library – Tried and true questions for predicting sales performance Focus Groups – Assessment question review and writing 12 Question Type Description Successful Competencies Situational Judgment What would you do in this situation? ? Time Management ? Customer Service ? General Management Personality Attributes not taught or trained ? Relationship Building ? Drive for Success ? SelfConfidence ? Creativity Past Experience Preferences/Style ? Experience ? Aspirations Problem Solving Reasoning skills ? Analysis ? Inference Develop Draft Tools Content – All Multiple Choice Questions 13 Understand Global Jobs Develop Draft Tools Complete Tools Rate Job Performance Test Many Modules… Aug. – Dec. 2023 Jan. – March 2023 Phase 1: April ’05 Phase 2: Nov/Dec. ’05 (Current sales associates) (Supervisors of sales associates) Tool Development Overview 14 Understand Global Jobs Develop Draft Tools Complete Tools Rate Job Performance Test Many Modules… …Find Best Combination Aug. – Dec. 2023 Jan. – March 2023 Phase 1: April ’05 Phase 2: Nov/Dec. ’05 May ’05 Mar/Apr ’06 (Current sales associates) (Supervisors of sales associates) Tool Development Overview Analyses per Phase and Division 15 Data Results Overview Presented for current associates (participants) 80%90%100%110%120%130%Expected Average % to GoalF i l t e r e d O u t b y T o o l s * P a s s T h r o u g h H i g h P a s s ( T o p T h i r d )(Bottom Third) X ? (Interview Qualified – Top twothirds) * Combined Failed Prescreen and Failed Proctored Assessment 16 Data Results Overview Presented for current associates (participants) 80%90%100%110%120%130%Expected Average % to GoalF i l t e r e d O u t b y T o o l s * P a s s T h r o u g h H i g h P a s s ( T o p T h i r d )(Bottom Third) X ? (Interview Qualified – Top twothirds) * Combined Failed Prescreen and Failed Proctored Assessment Group of current associates in study who would not have passed 17 Data Results Overview Presented for current associates (participants) 80%90%100%110%120%130%Expected Average % to GoalF i l t e r e d O u t b y T o o l s * P a s s T h r o u g h H i g h P a s s ( T o p T h i r d )(Bottom Third) X ? (Interview Qualified – Top twothirds) * Combined Failed Prescreen and Failed Proctored Assessment Group of current associates in study who would have passed。 split up into high and low pass 18 Data Results Overview Presented for current associates (participants) 80%90%100%110%120%130%Expected Average % to