COMPETENCY FUNCTIONAL COMPENTENCY Channel management Competitors knowledge Sales Forecasting B2B Management Planning and Execution Team

Management BEHAVIOURAL COMPENTANCY Communication Build trust & confidence Managing Executives Customer Relationship Problem solving

DEFINITION Management of channels going through all the dealers,customers Knowing in and out about the competitors move(Product,Strategy etc) Forcasting the sales on the basis of current sales and market forces Taking care of the important customers personally Planning about the Budget and resource allocation & Execution Keep on tracking the performance of sales force

communicating the sales force regarding the target Gain the trust and confidence of employees through mutual understanding Encourage and inspire the employee to work communicating the important customer personaly listen to the problem of each employees and address them

Functional competency

Level 1 Should have minimum required knowledge of Channel Not much knowledge of competitor is required Not much required at this level Not required

Channel Management Competitors knowledge Sales forecasting Team Management

B2B Management

Not much info.is required

Level 2 Channel design decisions involve analyzing customers desired service levels, channel objectives of the firm. knowledge of all the competitor is required Data collection regarding the sales need to know about the team memebers

Level 3 The major design decisions include the type of intermediary, number, terms and responsibilities of intermediaries. should know all the strategies and moves of competitor analyze the data and try to figure out the expected sales Figure out the competencies of tean memebers Manage the channel including dealers,retailers and wholesalers

Should know about the customers

Level 4 The channel management decisions include selection of channel members, motivating the channel members to promote and achieve sales, and evaluation and

analyse the data and forecast the future sales Evaluate the performance of team members and take required moves to enhance the performance Know in and out of the business partners and manage the relationship with them

BEHAVIOURAL COMPETENCY

LEVEL 1

Communication Build trust and confidence Managing Executives Problem Solving

Not much required Not required Not required Not reqired at this level

LEVEL 2

LEVEL 3 Communicating to the sales force regarding target and performance Should be reliable and problem solving attitude Establish a mutual cooperation relation with employees Understand and analyze the problem of employees

Communicating among the team Should have a mutual understanding Understand the employees Should know the various problems of employees

LEVEL4

Build the confidence of employees as well as can be trusted Manage the employees,enouraging and motivating them for work Listening the problem of employees and address them is required

FUNCTIONAL COMPENTENCY Channel management Competitors knowledge Sales Forecasting B2B Management Team Management BEHAVIOURAL COMPENTENCY Communication Build trust & confidence Managing Executives Problem solving

DESIRED RATING RATING ACTUAL GAP 4 4 3 2 4 3 4 3 4 3 3 4 4 4 3 4 3 3

0 1 1 1 1 0 0 1 1

Problem solving Managing Executives Build trust & confidence Communication

Channel management 4 3 2 1 0

Competitors knowledge Sales Forecasting B2B Management Team Management DESIRED RATING ACTUAL RATING GAP

BEHAVIOURAL COMPENTENCY