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Best Practices

Whether it’s a Case Study or a Step-by-Step Process, we like to publish material that focuses on how to get things done the right way.

New Role for Technology Sales Consultants: A Competency (Re)Modeling Case Study

The technology sales division of an international manufacturing company recently found themselves in the position of redefining their role to better meet the organization’s business and sales objectives. In previous years, this division focused on education - informing the end user on the organization’s products and their use. Now, the objectives shifted to measurable sales results, holding each sales consultant accountable for selling the product. The change requires significantly different skill sets and competencies for the sales consultants to succeed.

Back to the Drawing Board?

Painfully, HR had derived the original job’s competency model in a time-intensive, burdensome process. They now needed to revise and improve this model, and do it quickly. They also wanted to improve the selection process by adding good psychometric tools, and clearly linking selection decisions to the new model. Likewise, they wanted similar tools to help current jobholders develop to the new model.

The company found its solution with Bigby, Havis & Associates. Bigby-Havis offers a new process that merges consulting with technology to efficiently define competencies for job roles.

The Solution

Armed with Bigby-Havis’ competency library and structured process, internal HR and Bigby-Havis consultants gathered the experts -- job incumbents and supervisors -- to build the new model. In a top-down approach, they first identified critical business and role outcomes. They then used these outcomes to specify key competencies and associated behaviors using terms tailored to the organization. Within a week, the model was developed and communicated throughout the organization. Immediately, they were able to use model-specific assessment tools to employ new people and to reorient current jobholders.

The Bigby-Havis modeling process links directly and immediately to the ASSESS System to provide psychometric assessment for selection and development purposes, and to provide 360 feedback for development purposes.

For their hiring needs, the organization uses the web-based ASSESS expert system to measure personality and ability factors that can help or hinder a candidate’s ability to display the desired competencies. This assessment is integrated into a complete selection process including good competency-based interviews.

For development purposes, current and future jobholders will receive assessment feedback on how their innate characteristics may influence their job performance under the new model. This feedback is enriched with extensive development resources, a web-based, on-demand 360 feedback system and a development planning resource website.

Feedback

The organization found the modeling process so useful and efficient that it immediately began defining competencies for other key job roles. Internal consultants are now being trained to lead a two-day workshop version of the modeling process, and will use the approach and the related tools throughout the company, worldwide.

"I have used the ASSESS tool for both the selection of future candidates and employee development. I was very skeptical in the beginning and decided only to try the selection package at first. I have used it for hiring and promoting candidates and it has put more structure into our process. The ASSESS system is a tool for constructing a more in-depth process centered on the competencies of the position. In all cases, we felt we made a more informed decision based on the process. After going through the training … on the selection tool, we decided to try the development package on a few direct reports…individuals were in agreement with the findings and development suggestions. Overall, I think the development package is a great motivator for stimulating discussions around future plans. I'm requiring all my managers to use this great tool." -Sales Manager of the Technology Sales Team