What are competencies
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
What are Competencies
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Competencies are the human capabilities and work-related behaviors that provide a competitive advantage to an organization
Any quality or characteristics of a person which underpins successful performance
What are Competencies
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Competencies only include behaviors that demonstrate excellent performance
They do not include knowledge, but do included “applied” knowledge or the behavioral application of knowledge that produces success
Competencies do include skills, but only the manifestation of skills that produce success
Competencies are not work motives, but do include observable behaviors related to motives
How do Competencies differ from Skills and Knowledge
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
How do Competencies differ from Skills and Knowledge
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
ObservableBehavior
The Behavioral Iceberg
Co
mp
eten
cies
Knowledge
Attitudes / Traits
Aptitudes
Skills
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Information and understanding needed to fulfill the responsibilities
Acquired ability or experience needed to fulfill the responsibilities
Way of thinking or behaving needed to fulfill the responsibilities
Natural ability that prepares the person to fulfill the responsibilities
Aptitudes
Attitudes
Skills
Knowledge
Types of Competencies
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Business Knowledge
Communication
Proactivity
Collaboration
Result Focus
Customer Focus
Leadership
Innovation
Conceptual Thinking
Stamina & Adaptability
Competency Clusters
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Career Pathing
Potential Assessment Reward
Management
Recruitment & Selection
Succession Planning
Training & Development
Job Design & Grading
Performance Management
Benefits of Competency Framework
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Role Clarification
Job Description
Competencies reqd. for the Job
Competencies a Job Holder has
Competency Mapping
Bridging the Competency Gap
Competency Mapping: Flow Chart
Page 10
© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
In Basket Exercises
Stress Interviews
Focused Behavioral Event Interview
Presentation Vision / Strategy Speeches
Leaderless Group Exercises
Role Play
Business Games
Structured Group Discussion
Psychometric Tests
Case Studies
Peer Coaching & Counseling Exercises
Methods to Identify Competencies
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
WRITTEN COMMUNICATION
Write and transmit information
Write standard documents
Write structured and developed notes and documents
Write in a simplified manner complex messages in order to sustain the choices of the reader
Write in a simplified manner complex messages in order to influence the reader
1 2 3 4 5
The Five-level Scale
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
To achieve Sales objectives of approx.
Plan, develop & control the regional sales strategy for a
specific range of products
To manage a team of 6 Area Managers and 40 Sales Reps
To ensure efficient regional field force support systems
Interaction with 80-90 distributors and 5 Clearing & Forwarding
Agents
To establish timely effective communications within the region
and with Corporate Marketing /Sales
To maintain harmonious industrial relations
Example: Regional Sales Manager
Competency Mapping: Competency Identification Worksheet
Page 13
© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Match Person / Position
Position : Regional Sales Manager
Person PositionScore
Competencies 1 2 3 4 5 1 2 3 4 5 Person Position
Business KnowledgeLeadershipResult FocusCustomer FocusCollaborationSales SkillsProactivityConceptual ThinkingInnovationCommunicationStamina & Adaptability
ScoreCompetency Ratio
Pay for the Person Develop Competency Pay Scale
Competency Mapping: Competency Identification Worksheet
Page 14
© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Understands the Industry
Financial acumen
Knowledge of company products
Overview of business
Business Knowledge
Page 15
© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Sets out clear standards and goals
Motivates others to achieve and maintain high standards
Works to reach consensus and agreement wherever possible
Welcomes constructive criticism
Identifies and shares success stories
Leadership
Page 16
© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Takes on challenging but achievable goals
Identifies knowledge and skill gaps and seeks to overcome them
Sets targets, monitors efficiency and effectiveness
Decides on optimum work approach
Maximizes use of available technology
Result Focus
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Anticipates and forecasts customer requirements
Defines quality standards for customer service
Develops partnership with the customer
Enhances long term relationship with customer
Creates new solutions to meet customer needs
Customer Focus
Page 18
© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Builds effectively team within a function/ country
Encourages and supports colleagues to achieve goals
Develops information-sharing networks
Creates team effectiveness using people skills
Collaboration
Page 19
© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Seizing opportunities as they arise
Handling crises swiftly and effectively
Exceeding the bounds of one’s formal authority
Proactivity
Page 20
© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Develops concepts/ patterns perceived in a set of facts
Rapidly identifies key issues/ actions in a complex situation
Seeing connections or patterns
Using vigorous, original analogies or metaphors
Conceptual Thinking
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CapitalWave, Inc.
Adapts and applies different new approaches to situations
Modifies standard approaches for more effective outcomes
Develops original approaches to non-routine situations
Encourages innovation and creativity in others ,
supports new ideas
Innovation
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Listens carefully to others, tries to help people with problem
Adapts language and style to meet the needs of the
audience
Structures information in a way that addresses others’ issues
Encourages open discussions through questioning
Communication
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Sustain and work long hours
Flexible and adapts to change
Maintain high performance under stress
Stamina & Adaptability
Page 24
© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Search for
alternative position
Pay below
Reference Salary
Consider for transfer or
promotion
Pay at
Reference Salary
Train for current
position
Pay below
Reference Salary
High flyer - Develop
Career Plan
Pay at Ref. Salary -
Consider market
premiumL
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HCOMPETENCY
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S IN
PO
SIT
ION
Competency Matrix
Page 25
© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Questions?