Professional Documents
Culture Documents
Competency Mapping
Competency Mapping
Competency Mapping
Skill
Knowledge
What is ASK
Attitude Probing past experience
impression vary
Cannot be assessed in interview
Can be assessed through
Psychometric tool
Competencies Mandatory/
Communication Non-negotiable
Leadership Competencies
Strategic Thinking Micro planning
Creativity and Execution
Teamwork Differentiation
Sense of Ownership
Quality Orientation
Customer
Orientation
Consumer
Orientation
Step 2 – Define observable behavioral
definitions [finalize behavioral dictionary] –
CK Competencies
1 Leadership Decisiveness – Makes timely decisions, takes
risks using data, facts and futuristic outlook
Change management – Understand what
change requires, work with stakeholders to
influence change proactively
2 Creativity Innovation – Think out of the box, veer away
from run of the mill solutions, come up with
non-traditional solutions
3 Strategic Thinking Strategic thought leadership – Show ability
to look at the big picture, draw global or local
trends, build scenarios, put together small
pictures to make the big picture
4 Sense of Initiative – Delivering results with commitment
and perseverance, sharing information, building
Ownership
long lasting and transparent relationships,
doing the job with attitude (taking appropriate
risks, providing candid observations,
influencing stakeholders), helps share the
company’s culture
Step 2 – Define observable behavioral
definitions [finalize behavioral dictionary] –
Mandatory/ Non-negotiable Competencies
Role
Function
PROFICIENCY LEVELS
CRITICAL
IMPORTAN
T
PREFERRE
D
CRITICALITY
Functional/
Technical
Skills Functional/Technical skill Definitions
Step 4 – Identify Criticality required
Talent management
HR info system
Group HR operation
Step 6 – Define Functional skills
SR Role
Functional competencies Definitions
F Selling Skills Steps of sales calls ….expand
u
Enhance coverage in a defined
n
Distribution expansion budget
c
t Availability and visibility -
i RPS merchandising
o Stock norms, ROI, Mkt Service,
n RS Management Infrastructure, Mkt Credit
a
l Financial commitment Handling collection issues, distributor
/ Mgt investment, RS funds management
T Basic understanding of categories and
e Product Knowledge products vis-à-vis the competition
c
h Understanding of the geography and
n Market Knowledge relationship with dealers
i Relations with the retailers,
c Trade relations leverage the sales
a
Analysis of territory alignment [coverage
l
Analytical skill and routing]
S
k Product returns, subsidy, schemes
i Claims making rejections handling
l
Step 7 – Identify Role Holder for
each role
By Experience
Would be empirically done by
superior
360 degree Appraisal
Step 10 – Match of role holder Vs
Role based competency
Step 10 – Match of role holder Vs Role
based competency
Step 10 – Match of role holder Vs Role
based competency
Step 11 – Action Plan
[a] Talent Acquisition
KRA
Behavioral Competency
Functional Competency