Competency Mapping
• Competency mapping is a strategy focused on
evaluating the competencies of employees in a
structured and repeatable way.
Employee performance metrics
1.Work quality metrics
2.Work quantity metrics
3.Work efficiency metrics
4.Organizational performance metrics
• Revenue per employee
Revenue per FTE = Total revenue / FTE
This function calculates the revenue per FTE (full-time
equivalent). This metric gives a estimate of how much an
individual employee brings in. This metric can also be used to
benchmark companies.
• Profit per FTE
Profit per FTE = Total profit / FTE
A high profit per employee is a solid metric of an
organization’s financial healthiness.
• Human Capital ROI
The human capital ROI is an employee KPI metric that
assesses the value of human capital (i.e. knowledge, habits,
and social and personal attributes).
• Person’s proficiency can be grouped into four categories
for measuring skill :
1.No capability
2.Basic level of capability
3.Intermediate level of capability
4.Advanced level of capability
Capabilities
• Critical thinking, problem solving
Give an example of how you've demonstrated critical
thinking skills to analyze a problem by obtaining,
interpreting, and using data.
Bonus points if you can show that you used your own
creativity and originality on the solution.
• Oral and written communications.
When have you gotten positive feedback from others on
papers, articles, memos, letters, or other written
communications that you have created or edited?
How much experience do you have with public speaking
or presenting your work orally?
• Teamwork and collaboration
In what context have you built collaborative relationships
with colleagues, clients or others representing diverse
cultures, races, ages, genders, religions, lifestyles, and
viewpoints?
Can you show that you have been successful as a
member of the team?
Have you successfully managed conflict during
collaborating with others?
• Digital technology
Give examples of how you would use digital technologies
to solve problems, complete tasks, and accomplish goals.
How comfortable are you with learning new platforms as
necessary to complete your work?
• Leadership
For this competency, feel free to think beyond formal
leadership roles. How have you leveraged the strengths
of others to achieve common goals?
Use interpersonal skills to coach others. Think about the
extent to which you are able to assess and manage your
emotions and use empathetic skills to guide and
motivate, and organize, prioritize, and delegate work.
• Professionalism and work ethic
Have you received positive feedback from others for your
work habits like punctuality, working productively with
others, and time-workload management?
Do you feel you project a professional work image? Have
you demonstrated integrity and ethical behavior?
Are you able to learn from your mistakes?
• Career management
Can you identify and articulate your skills, strengths,
knowledge, and experiences relevant to your career goals?
Can you identify areas necessary for professional growth?
Do you feel confident in your ability to navigate and explore
options, and understand to take the steps necessary to
pursue opportunities and understand how to self-advocate
for opportunities in the work place?
• Global and intercultural fluency
When have you demonstrated that you value, respect,
and learn from diverse cultures, races, ages, genders,
sexual orientations, and religions?
When have you shown openness, inclusiveness,
sensitivity, and the ability to interact respectfully with all
people and understand individuals' differences?
NAME 1 NAME 2 NAME 3 NAME 4
Capabilities Proficiency Interest Proficiency Interest Proficiency Interest Proficiency Interest
CAPABILITY 1 4 1 4 1 1 1 2 1
CAPABILITY 2 1 1 2 1 4 1 3 1
CAPABILITY 3 1 0 1 0 2 1 1 0
CAPABILITY 4 2 0 1 0 4 1 2 1
CAPABILITY 5 3 1 4 1 2 0 2 1
CAPABILITY 6 1 1 1 0 2 0 4 1
Proficiency level Interest
0 = No capability 0 = Has no interest in applying this capability
1 = Basic level 1 = Is interested in applying this capability
2 = Intermediate level
3 = Advanced level
Capabilities of a Sales Executive
1. Business Skills- Defining, implementing (and innovating) sales
plans:
A. Sales forecasting and goal setting
B. Market and Customer Research
Market Analysis Skills- to identify the company´s current
position.
Understanding of Competitive Edge
C. Collaboration Skills- Prospecting and partnership
2. Interpersonal and communication skills- Communicate,
Present, Assert and Speak to all the different stakeholders
involved.
3. Negotiation & Persuasion skills:
4. Identifying, recruiting and hiring talented sales reps
5. Leadership- Managing, motivating, incentivizing and
empowering sales team.
6. Ability to train, coach and mentor.
7. Organizational skills- Start thinking carefully about how to
prioritize tasks as a branch sales manager
• Scheduling
• Prioritization
• Delegation
8. Technical Skills:
9. Temperamental Skills- should be assertive, and handle
