1.
Personal Development

2.
Where Are You in Your Garden of Life?
Fred Herman said, “When you’re green your
growing- when you’re ripe, you’re getting rotten!

3.
1. Develop the organization to meet its mission
2. Measure individual and organizational performance
3. Link training and development to business outcomes
4. Set Clear Expectations – Establishing Measures that are
compatible with organizational goals, and focusing on the “critical
few”

4.
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 Have a better understanding of who you are:
Gain insight into personal capabilities
Identify strengths and gaps
 Begin a process of self-management and self-development
Construct a personal development plan
Accentuate strengths and minimize areas of potential weakness

5.
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Development Process
DEFINE SUCCESS
Identifying Organizational
Needs
SELF MANAGEMENT
Goal Setting
Implementing a Development Plan
EVALUATE PROGRESS
Measuring Success
Refining Plans
SELF AWARENESS
Understanding Strengths
And Weaknesses

6.
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Personal Development
 The ability to develop and display your
desired competencies is the
result of many factors working
together.
Innate capabilities
(natural ability, personality)
Learned capabilities
(knowledge, experience and skills)
Aligning personal capabilities with organizational demands
 Personal development requires:
Capitalizing on areas of strength
Managing areas of potential weakness
Continually growing your capabilities

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Aligning Personal Capabilities with Organizational Demands
1. Convene a focus group of top
managers & top performers
2. Defined what success looks like
3. Identify the behaviors and
competencies necessary for success
4. Develop a competency model

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What is a Competency Model?
A competency is defined as the underlying sets of
skills, knowledge, personal characteristics and
abilities needed to effectively perform a role in the
organization and help the business meet its strategic
objectives.
The combination of these factors lead to defining
superior performance and excellence.

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Sample Sales Competency Model
Innovation Generating novel and creative solutions to problems that will result in
improved performance, better outcomes and higher productivity.
Decisive
Judgment
Making good decisions in a timely and confident manner
Adapting to
Change
Adapting to changing situations and restructuring tasks and priorities as
changes occur within the business and organization.
Negotiation Identifying the needs and motives of both parties involved and working
toward mutually beneficial solutions and agreements.

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Competency Model (cont.)
Planning
&Organizing
Effectively organizing and planning work according to organizational
needs by defining objectives and anticipating needs and priorities
Delivering
Results
Maintaining a high level of commitment to personally getting things
done.
Customer Focus Committed to exceeding the customer’s needs, understands the
customer’s perspective and uses customer feedback to improve
individual performance.
Resilience Effectively dealing with work related problems, pressure, and stress in
a professional and positive manner.

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Competency Model (cont.)
Team and
Collaboration
Effectively working and collaborating with others toward a
common goal.
Influencing and
Persuading
Convincing others to adopt a course of action.
Relationship
Management
Developing and maintaining positive relationships with
individuals outside their work group.
Functional*
Acumen
Having the skills, knowledge and abilities necessary to be
effective in the specific functional content of a sales
consultant.

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Personal Development
DEFINE SUCCESS
Sales Consultant Competencies
SELF-AWARENESS
ASSESS Personality
We are here

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Your Developmental Feedback
Personality can help you
understand the
underlying “why” of your
behavior.
Personality can impact
how you use your other
capabilities (knowledge,
skills, etc.) in a positive
or negative way.
Personality can impact
how you develop and
display desired
competencies and
behaviors.

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Using Your Feedback
 Some of you may have been surprised by your feedback.
There may be “blind spots” of which you were unaware
 As you review your Assess report again, consider:
Is this important to me?
Do I need to change?
 Remember, change is a process that has a natural progression.
Denial
Resistance
Exploration
Commitment
 To successfully change, you need to pass through all four phases.

15.
Reading a Personal Development Report
Look for areas of natural fit
Within competencies
Across competencies
Identify areas of weaker
natural fit
Within competencies
Across competencies

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Competency Information
Graphic shows those
personality
characteristics which
might help or hinder the
display of the
competency.
The colored boxes will
help you identify areas
of strength and areas for
potential development.
The narrative will
discuss how your
personal characteristics
might impact your
behavior.

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Development Suggestions
The report provides
suggestions for
managing any
characteristic which
falls outside the
desirable range on
one or more
competencies.

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 Take time to review your developmental suggestions
Paragraph about the behavior
Activities you can begin to implement
Books, multimedia, online learning and public courses
 Look for behaviors that impact more than 1 competency
 Get more “Bang” for your developmental efforts

19.
Personal Development Goals
What are the one or two key things you have decided
to do work on?
• These do not have to be major changes, but
tweaks that will make you more successful
Examples:
• Speed up my decision-making process
• Manage my tendency to over react to criticism
and stress
• Improve communication with other departments
• Listen and be open to others’ feedback

20.
Making It Happen
Meet with your coach/manager to review your
Assess report
Gain insight with the aide of your coach/manager,
peers and others that know you well
Finalize your personal action plan (with dates and
specific action steps)
Act on your plan (check progress and make changes
if it doesn’t seem to be working)
Meet with your coach/manager regularly for insight
and feedback

21.
Improving Never Ends!
Every day you may make progress. Every
step may be fruitful. Yet there will stretch
out before you an ever lengthening, ever
ascending, ever improving path. You
know you will never get to the end of the
journey, but this, so far from
discouraging, only adds to the joy and
glory of the climb.
Sir Winston Churchill
1874-1965