Please enable JavaScript.
Coggle requires JavaScript to display documents.
P2 - People: Know what good looks like (Formal on boarding process…
P2 - People: Know what good looks like
Evolution
Miller Heiman & Accenture
Evolution
Ongoing Coaching
Frequent, Formal & Documented of Internal & External
Performance Management Process
Right seat on the right bus
Clearly defined goals
Metrics, for MANAGERS
Retention of Stars
Know what good looks like
Characteristics
Plan work, work plan
Buys into process
Proactive, not reactive
Eager to learn as market evolves
Collaborative internal & external
Strong leadership skills
Multi dimensional
High level of curiosity
Misconceptions
Great personality, should be in sales
Experience doesn't not automatically equate to good
Must have sold same colored widget
Study high performers
Competencies
Experience
Education
Have a formal hiring process
Accurate job description
E + E + C
Roles and responsibilities
Formal interview process
Trained interviewers
Competencies assessment tools
Compensation aligns with needs
Formal on boarding process
Clarity on P1 Plan and accountability to achieve
Internal processes/tools
Understanding of support functions
Sales team relationships
Market/customer training
Not just "ride along"
Product Training (technical, how to sell, value proposition)