企业培训体系的建立与年度培训计划及预算方案的设计.ppt

* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * The backbone of the scheme is the Competency Ladder. The bulk of the slaes population will be in level1 to 4 and 4 is the Sales Professional level which every Sales should aspire to be. Progression from 1 to 4 is through attainment of relevant competency degree of ability , not job tied. Progression from 4 to5 is through both competency and available quota (not job tied) for level 5. 5 is the preparatory level and from here it either branches to sales managerial role or key account management. Progression from 5 to8 is through both attainment of competency and available vacancy.It is to be noted that the no. of level and vacancy in each level is dependent on situation in each OU. * There are 12 competencies articulated by the Group for commercial salesforce which are broadly banded into knowledge,skills and behaviour types. In phase one, we talked about the 12 in a broad sense. The details of each are now available in the Sales Competency Booklet. Within each competency, there are various degree of ability to be achieved for each level of the Ladder.For instance in level 4, Sales Professional, the degree of ability to be achieved for each competency is (refer to next chart). * The general entry standard on degree of ability for level 4 (Sales Professional) is at the “can do” stage because Sales Professional are supposed to be independent. The exceptions are in areas to do with supervisory roles (like coaching) or with team managment. This is therefore the profile we expect of Sales Professional in Shell commercial. * * * * * * * * * * * * * * * * * * * 企业从培训上能得到什么? 老板想什么,着急什么? 公司明年要完成业绩,靠什么? 人:公司人员素质低,怎么办?:如何面试 销售人员:Microsoft转型(用友) 公司要实现自己战略,---打仗一样 谈判 项目管理 军队打仗:解放战争,渡江,战上海 * 人力资源的工作:调级人力资源准备打仗:招聘or培训 战略明确了后,就是如何做,执行的问题 maridian * * 全员培训（适用于所有人员的培训）与各部门培训（针对于各业务部门的特定培训）相结合 * 举例: * 解释：知识－技能 技能：Do or Practice 知识：Information * 用flipchart,写出来or用透明ppt（现场列出最好） * 实践证明，人们用自己最喜欢的方式学习，学得最好！ *