This is the part that describes about the job and the related responsibilities. Positive description provides the clear view of the position or the designation of the person working in any of the company (Kaner, 2014).
Title of the job: Sales Executive
Reporting manager: sales manager
Job status: Regular
Duties and responsibilities:
- Developing the market for the company
- Increasing the sales of the products that the company deals with
- Maintain the records of the customers that falls under their area of sales
- Maintain the records of the prospects that can be converted into customers.
- Get the feedback of the customers by telecalling or by going on fields.
- Resolving the issues of the customers and provide them after sales service.
- Propending the customers about the proper information of the products and the eservices given by the company
(Amick, Lee, Hogg-Johnson, Katz, Brouwer, Franche & Bültmann, 2017)
- Making the customers understand about the different offers and discounts
- Convincing the customers those products is better the competitor products.
There are several skills that are required by the sales executive. Some of them are:
- Communication skills
- Pleasant personality
- Marketing skills
- Knowledge of the market
- Knowledge of the process and services along with the company policies
- Technical skills that includes handling of company’s portal
- Decision making skills
- Customer handlings and conflict resolution skills
Diploma degree in marketing and sales
Goals at personal level:
Personal goals are the gaols that relates with the individuals to make development in own self by polishing some of the skills (Brown?Rice & Furr, 2013). The goal of the sales executive in this case is to:
- To improve the communication skills
- To improve decision aiming skills
- Achieve the monthly target
- Getting better customs satisfaction score
(Johnston & Marshall, 2016).
Goals of the team:
- Achievement of the team target
- Better communication between the sales team and also with the sales manager
For achieving team goals:
· Development of communication portal for the sales team
· Clarification of the targets set for the teams
· Decision making session for the employees who works on field
All the activities that are included ere are related to achievement of the team gaols. It has been analysed that these activities are required to be conducted by the company or the management so that the team goals can be achieved at the end of the month
· Achievement of the team target
· Better communication between the sales team and also with the sales manager (Claessens, Van Eerde, Rutte & Roe, 2007).
· Target achievement rating of the team
· Feedback of the customer reading information related to the product
· Knowledge of team about the team target status
And sales manager
For achieving personal goals:
· Motivation to the employees by rewarding them
· Performance evaluation and appraisal
· Definition of individual targets
· Robison of training that can develop them as the individual
In this section all those activities are required that can be practiced in order to make the employees achieve their individual goals.
· To improve the communication skills
· Achieve the monthly target
(DeNisi & Smith, 2014).
· Target achievement status
· Customer satisfaction score
And HR manager
Organisational policies are those policies that deal with the organisational functions that provide the direction to the company. It this case, there are several policies and programs that has been analysed by them are briefly discussed below:
- Training and development policy: it has been analysed that the company focuses on providing different types of training to the employees so that they can develop individually as well a professionally (Franklin & Melville, 2015).
- Technology: The Company also focuses on provision of technical facilities to the employees by developing online portal through which the sales team can get connected.
- Performance appraisal program: It has been analysed that the company also deals with performance appraisal programs for the ales team along with incentive scheme.
Development of goals and setting the targets is the very important thing to be done in an organisation. This is because at individual level, setting the gaols help the employee to know about their taste and the amount of efforts they have to put in. in terms of organisation, it has been analysed that the company can know about the potential of the employees and they can be compared on the scale of targets. Same goes for the team gaols as well.
KPI can be defined as the key performance indictor that provides the basis of evaluating the performance of the employees. KPI act as the measures at which the performer of the employees is based (Korschun, Bhattacharya & Swain, 2014).
There are several situations that affect the decision and the policies of the company (Kulturel-Konak, Konak, Kremer & Esparagozza, 2015). That situation can modify the decision or process of making the decision. Thus, it is required by the company to make flexible plans so that any of the contingency can be considered at the tie of implementation of the same.
In terms of strength, I am very much confident that I have better understanding of human behaviour and thus I can use this ability of mine to understand the requirements of the customers very well. I can influence them very easily as I know what they are thinking about the products. In terms of weakness, I am very much talkative in nature thus it can go wrong for me as the customers can get irritated sometimes. I need to learn how to be calm and composed as well as to make decision at the time when I am with customers so that I can speak as much which is required.
Prioritising the activities is the basic requirement to make the plan successful. Thus, it is required by me to judge which activities are important and which are not. I have used a stepwise process to do the same. First of all I set my gaols and that which activities are very close to my goals achievement process and thus prioritized them accordingly.
Work plan was also made by stepwise method. The first activity that has been conducted was to set up the goals along with the actions that are required to be done. This step has been followed by prioritizing the goals and the activities along with setting the timeframes that is required for practicing toe actions (Rosen, Kacmar, Harris, Gavin & Hochwarter, 2017).
As per the workplan made, it has been analysed that I can act as the role model of the other employees. This is because I have used the better approach of developing my kills and has worked upon my weakness. It is required by other employees of the team to learn that how to identify their weakness and have to work on those weakness so that they can develop themselves professionally and personally.
The company can follow the workplan made in the above section. This required the efforts of the employees as well as the management. This is because the employees themselves have to look for their weakness so that the management can help them to improve their personal as well as professional skills (Wilson & Poulter, 2015). Involvement of employees in the work plan process helps to develop a sense of belongings among the employees and this helps the employees to make a better person by learning new skills.
Work life balance can be defined as maintenance of personal as well as professional life. It has been analysed that it is very important to make the policies and the procedures in the company that helps the employees to maintain the balance between their work and life. This helps the employees to feel motivated and motivated employees perform efficiently in the organisations. This in turn is the win-win situation for the employees and the organisation.
Professional Development Plan
Description of opportunity or training
Skills to develop
For a sales person, it is very important to have the decision making skills. This is values they have to eke decision the spot when they are in front of the customers on the field. It has been analysed that development of decision making skills in the sales person help the person to have better interaction with the customers so that he can make better sales (Van Dooren,Bouckaert, & Halligan, 2015). This also helps in developing the person individually as he can achieve better customer’s satisfaction score.
Decision making skills
Internal communicate is very much required for the tam to perform (Hotaling, Fakhari & Busemeyer, 2015). As in this case, there is portal for the sale team to interact with each other thus it is required for the sales executive to have proper knowledge about the communication portal so that it can be used for better information flow and the team can perform effectively.
Internal communication skills
Meeting with the team lead:
Objective: to evaluate my professional skills
- My performance status
- My customers satisfaction score
Nature of meeting: The nature of meeting was formal in nature. I have asked some of the questions to my team lead and then he has answered those questions and I have noted down the points where I am lacking.
The first suggestion that has been given by my team lead was to improve my communication with the team so that I can have better knowledge about my argots. As far as my performance is confided, he said it was average in the last two months and I need to focus on the work. My customers satisfaction score was 75% and thus it has been analysed that I am good with the customers but not with the team.
It has been concluded from the meeting that I need to develop my internal communication skills by developing the technical knowledge regarding the portal.
Objective of meeting: Evaluation of my professional skills and performance status
Points covered in meeting:
- My weakness and strengths
- My professional behaviour
- My skills
Nature of meeting:
The meeting was informal in nature as I have communicating with my colleague. We have talked about many things and he has suggested some of the points to me that I should work upon in his concern.
He suggested me that I should work upon my professional and decision making skills. This is because he has observed that I got panic when the things do not go in the direction that is according to my thought. Thus, it is required by me to make decision efficiently on the spot. He also suggested me to be updated with the tam targets as well so that I can perform efficiently by making comparison with other team mates.
Conclusion: It has been concluded from the meeting that I need to develop my decision making skills and have to be calm at the time of any contingency.
Assessment of professional skills requires a process to be followed. Following are some of the steps that have been followed:
Analyse of own strength and weakness: It is the first step. For this step I have made plan at how can I assess my won skills. I have made list of alternatives that can be used to analyse the professional skills.
Selection of alternative: I have selected one of the alternatives that are conduction of meetings with my colleagues and my team lead so that I can know about my professional skills and the performance status as well.
Development of training requirement: after conducting the meeting I have analysed that I am lacking at some of the points and designed training requirement schedule for myself.
In meeting, I have realised that this is the best approach to analyse ourselves. Conduction of meeting with my colleague was very informal as he is my fried as well. Thus, I was so free in front him and sakes so many question to him. I have asked him to suggest me some of the ways that can help me in giving better and efficient performance. I have selected one of the colleagues who is a better performer them me so that he can give me better suggestions. As far as the meeting with team lead is considered, it was an informal meeting in which I have again asked so many questions but my team lead as very keenly observed my performance and provided me a full result of my performance and suggested me some of the key areas n which I need to work upon. It was a rally great experience. I have realised that I he developed as a person after the meetings because these meeting have helped me realising my actual; potential and the drawbacks that can be altered and can med me a good performer.
Development of the professional plan was a great experience again. I have analysed the meeting notes and made a full development plan for myself in which I have written about the training needs that can help me in becoming a better professional individual.
The process that was required by me to develop my plan and the activities were initiated with the meetings and the meeting notes. At the time of meeting I have made some notes about what the team lead and the colleague is speaking bad and good about me. I have asked them to suggest me many things and noted down their suggestion as well. As per their suggestion and notes I have developed the activities that are relevant to achieve those objectives.
The skills that are required me according to them as well as according to me are decision making skills because even I have observed that I get panic at the time when things are not going according to my plan (Artemiou, Hecker, Adams & Coe, 2015).
On the field, it is required to make better decision and another skill is the internal communication skills. This is required for developing a team spirit, I have to understand that sales is the job that can be better done with the team and not alone and thus, I have to develop the internal communication skills.
It is required to use some kind of networking order to develop the skills (Pettigrew, 2014). The professional development plan that has been made by me includes many aspects and activities along with the training session that are required by me. My company allows me to deliver this information to the training development department so that they can arrange the training session for me.
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