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Case study Project for SME 2011

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Case study Project for SME 2011

  1. 1. SME competency project Case study Short report
  2. 2. Case <ul><li>Target group: SME in west slovakia region </li></ul><ul><li>Isue: Need for change in sales skills </li></ul><ul><li>Model: Low cost & mass project </li></ul>
  3. 3. Cultural background <ul><li>Cultural gap in enterprise awareness </li></ul><ul><li>Lost of continuity in behavioral standards </li></ul><ul><li>Lost of communications and sales skills </li></ul><ul><li>Need to move forward </li></ul><ul><li>Need for change </li></ul><ul><li>Need to survive in open market </li></ul>
  4. 4. Project parameters <ul><li>Target group: 5000 ID (from 2 to 25 empl.) </li></ul><ul><li>Time span: 18 month (6m startup, 12m full operations) </li></ul><ul><li>Frequency: Weekly (additional services in 2 weeks) </li></ul>
  5. 5. Topology Community Web Learning portal Sales representantive Community manager Teacher Koach
  6. 6. Expectations <ul><li>Our expectations from project: </li></ul><ul><ul><li>Active process to set competency profiles of all main roles in sales (and standardize them) </li></ul></ul><ul><ul><li>Cooperations with supervisors to find best practices in competency sets </li></ul></ul><ul><ul><li>Rich amount of evaluation insight </li></ul></ul><ul><ul><li>Many informal knowledge in move </li></ul></ul>
  7. 7. Expectations <ul><li>Partners expectations: </li></ul><ul><ul><li>Easy move forward </li></ul></ul><ul><ul><li>Change of salesman mind </li></ul></ul><ul><ul><li>Support in improvement process </li></ul></ul>
  8. 8. Reality <ul><li>5 main competences for all in role </li></ul><ul><li>No synchronisation (do what you want, we dont care) </li></ul><ul><li>No personal supervision </li></ul><ul><li>Just main reports </li></ul>
  9. 9. Looking forward <ul><li>Grow of community leaders </li></ul><ul><li>Full harmonising to The European Qualifications Framework for Lifelong Learning (EQF) </li></ul>
  10. 10. Thank you! <ul><li>More at www.virta-oz.sk/en </li></ul>

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