L&D: Sales Rep Performance & K/S Data Examples

From 1986

This Data Was Used to Create a Training & Development Path

Also known back in the day as a Development Map or Development Roadmap or a Training Blueprint.

Always with a companion Individual Development Planning Guide to create an Individual Development Plan.

I’ve provided about a quarter of the pages of both the “Performance Model” and the “Knowledge/Skills Matrices” from the 1986 Analysis Report – to give you a taste of the types of data generated – using a FGP – Facilitated Group Process.

Slide1

All of the graphics from this Post on this PowerPoint ShowExamples of Sales Performance and Knowledge & Skills Data – PPT Show which you can download for easy reviewing later.

The Areas of Performance (AoPs)

Called Accomplishments back in the day – which I dropped after getting “some gas” about the format not being in the NOUN-VERB pattern – and as the Master Performers didn’t talk like that – and I didn’t want to convert THEIR LANGUAGE to mine (or rather, the language of those following Gilbert’s Accomplishments) – I dropped that label in favor of AoPs.

Slide2

From the Analysis Report

Slide3

Performance Model Chart Examples

Performance Model Chart Example.

Note the data was captured on double-wide flip charts in the same format as reflected in these “charts.”

Note 2: the type print – this was back in the day.

Slide5

Performance Model Chart Example

Slide6

Performance Model Chart Example

Slide7

Performance Model Chart Example

Slide8

Performance Model Chart Example

Slide9

Performance Model Chart Example

Slide10

Performance Model Chart Example

Slide11

Performance Model Chart Example

Slide12

K/S Matrices Key Codes

This was put into the Report on the pages facing the K/S Matrices so that the reviewers could see what all the columns meant.

Slide4

Knowledge/Skill Matrices Examples

K/S Matrices Example – Linked back to the Performance Model.

Note the data was captured on double-wide flip charts in the same format as reflected in these “matrices.”

Slide13

K/S Matrices Example

Slide14

K/S Matrices Example

Slide15

K/S Matrices Example

Slide16

K/S Matrices Example

Slide17

K/S Matrices Example

Slide18

Group Feedback

Slide19

The PACT Processes 

Slide20

Resources

Slide21

For Sale: Books – The 7 books above are a subset of my 14 books – available as Paperbacks and Kindles.

# # #

 

 

Advertisements

One comment on “L&D: Sales Rep Performance & K/S Data Examples

  1. Pingback: L&D: Sales Rep and Sales Management Analysis Data Examples From 1993 | EPPIC - Pursuing Performance

Leave a Reply

Please log in using one of these methods to post your comment:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

w

Connecting to %s