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Former IBM Pro Lashes Out Over Sales Assessment
A CEO of a fairly large-sized but under-performing OEM asked us to evaluate his sales force. One of the three regional managers, who assessed as poorly as any regional manager could, called to complain about his results. In addition to calling me a toad, Bob said that in the eighties he used to sell and manage at IBM and he led the top performing team. He finished by letting me know that we didn't know what we were talking about and, by the way, he would be picking me up at the airport for the kick-off of their national training initiative.

Other management competency Related Articles

Selling A Competency or a Responsibility
Is selling a competency reserved for those with "sales" in their titles or is it a responsibility of everyone in the organization? Top performing companies see selling as a competency important to everyone in leadership or a position of influence.

Accounts Receivable Factoring: It’s More Than Just the Money
The concept of "core competency" refers to the things done by a business that lie at the heart of its ability to manufacture a product or deliver a service. From a management standpoint, employees should spend as much time as possible working on tasks that contribute directly to the business's core competencies. Since managing accounts receivable isn't a core competency for most companies, many rely on accounts receivable factoring companies to handle their accounts receivable functions. Read about how one company began factoring its accounts receivable in order to improve cash flow and soon discovered that factoring services offer additional benefits as well.
LEADERSHIP IS INSIDE-OUTSIDE
A potential leader requires solid knowledge that comes only from inside and he should have competency to complete the things internally. The whole earth is following the principle of ‘Inside-Outside’. Competency is also created inside and bringing it outside up to 100 per cent is leadership. Leadership is always performance, never position and always regardless of power.
The Foundations of a Strategic Competency System for Leadership Development
Nurturing competency in leadership becomes “strategic” when organizational objectives match the competency development required to achieve them, and, the efforts are coordinated with human resources.
Commodity Value Proposition - An Oxymoron?
How do you find your value proposition when everything you do and everything you sell seems to border on being a commodity because everybody is trying to do the same thing to create competitive advantage? “Oh, but we’re different. We sell our World Class Service.” Right ………………………. How many companies do you know that don’t say they have world class service. Many say that servicing the customer is their core competency. If they truly do have world class service, service is not their core competency it’s what they are doing to create and maintain that level of service that is their true core competency.
Competencies: The Core of Human Resource Management
Competency-based human resource management is currently all the rage. Unfortunately, it also has all the dangers of being relegated to the place of Management by Objective (MBO), Total Quality Management (TQM), and other similar programs that also really worked, but were so little understood and so poorly implemented by most that they are now considered unacceptable programs.

Framework for Competency-based Management
This framework provides a set of specifications for the development and implementation of competency profiles, tools and mechanisms in support of career management, learning and development, succession planning, recruitment, performance management and staffing.

The framework covers:
• Why competency-based human resource management is implemented;
• The structure for the development of competency profiles, including how jobs are clustered into career streams for competency profiling purposes.
Competencies from a Non-HR Point of View
Properly defined and applied, competencies-the knowledge, skills and abilities needed for success in a job-can take your organizational strategic vision and plan and transform it into reality. A phased-in implementation, with the input, involvement and passion of the workforce and the executive and management teams, secures the benefits and competitive advantage of a Competency-based HR management system.
Is Your Management Causing Employee Issues and Slow Business Growth?
Employee issues are most often symptoms of inconsistent or failing management; deal with supervisor/manager competency and impact and you not only have engaged employees but also an effective, productive and efficient organization.

When The Leader Speaks...
When great leaders speak, things happen! People become engaged. Teams gel. Customers are served. Problems are solved and products are invented. Such is the power of a leader’s communication. So important is communication that it is difficult to find a leadership text that does not devote a significant portion of its pages to the topic. Unfortunately, most such works present communication as simply another important leadership competency up there with project management and strategic thinking. Communication is not a leadership competency; it is your leadership. Leadership and communication are synonymous; virtually all of one’s leadership is manifest through communication. As James C. Humes wrote: “Every time you speak, you are auditioning for leadership.”

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