Sales Management Competence Builder Program

Rationale:

The exercise is designed to develop competence in the participant particularly on the function of Sales
Management. Competencies as Leadership Orientation, Creative Thinking, Strategic Orientation,
Management Skills, Communication and Influence, Change Leadership, Customer Service Orientation,
Interpersonal Skills, and Entrepreneurial Orientation. The exercise is meant to instigate thought and personal
reflection meant to deepen the self awareness of the participant. A process essential in facilitating maturity in
the individual. Maturity being a key ingredient in commitment, a salient characteristic of competence.

Mechanics:

• You will need a handy drawing book for this exercise. Scrap book.
• You will need your Marketing and Management Architecture Card.
• Devote one hour every day in processing insights and logic behind instructions.
• You need to pause and be aware of yourself in processing your insights.
• Write your personal reflections on the subject matter.
• Be able to connect PLOC to concepts in Competency.
• Review your notes and add new found insights.
• The Journal will reviewed in three phases. In each phase effort and excellence will be rated. 
• There must be improvement in each phase. Quality and quantity will be measured.
• Your journal must be brought to class every meeting.
• Refer to the notes in these pages for reference.
• Team Leaders are tasked to manage the performance of their teams/ individual members. 
• This exercise will be rated based on quantitative and qualitative characteristics with Excellence as a benchmark. Initiative and creativity is strongly recommended. 
• Date of Submission: Sept. 26 and 27 

1.      Write and/or discuss the factors you considered in arriving at a significant decision either in your work or personal life. What are the consequences of your decision? What are the lessons learned from the experience. Did you make use of the scientific approach to decision making? Were you circumspect or reckless?

2.     Join an organization. Chose an organization that appeals to your beliefs and principles. Make a comprehensive report as to the organization principles that appeals to you and what programs you intend to support. Write a list of contribution you intend to make to the organization.

3.   Develop a List of Opportunities for Improvement for your organization. Make a proposal as to the OFI defined quantitative measurement of improvement. Savings on cost, efficiency in value versus cost ratio. Use the scientific approach to problem solving.

4.      Identify ways to save cost at home, an organization or community. Prepare a formal proposal with defined savings on cost with detailed identification of cost components affected and improvement on efficiency – value versus cost.

5.      Develop and apply a new skill related to your chosen profession. Make a comprehensive summary of the skill’s technical details and salient features. Extend your research to the skill’s underlying principles and sciences. Mention as well a local person with expertise on  your chosen skill.

6.      Develop a program to enhance your organization’s customer service. Define your customer. Define targeted behaviors. Conduct a small survey as to customer opinion on areas for improvement.

7.      Journal a speaking engagement. Make a comprehensive summary of the skill’s technical details and salient features. Extend your research to the skill’s underlying principles and sciences. Mention as well a local person with expertise on  your chosen skill. Organize a speaking engagement with an organization.

8.      Develop a Declaration of Personal Goals and Objective.  Specify the profession you want to work in, the industry and the company.  Prepare three columns – Net Worth, Property, Position Title, Personal Milestones ( Self Actualization – book written, family, accolades ). 1 year. 5 years. 10 years.   

9.      Write down a vision of how you want to live your life. Be specific. What is your mission? Address where you want to live, what job you would like to be in, who your friends are, how you are getting along with your family, the condition of your health and your wealth, the trips you plan to take, the books you want to read, etc. Make a "future scrapbook." Paste in pictures, drawings, essays, poems, clippings. Make up headlines about your activities and achievements. Every day visualize yourself as you would like to be and then act that way.

10.   “Think out of the Box” exercise Productivity. Provide a unique solution regardless of given standards to a particular opportunity. Individual must be able to defend his creative concept. Apply creativity in the solution formulation.
11. Make an inventory of  knowledge, skills and competencies you possess that you consider essential in your chosen profession or vocation. Develop as well you personal Opportunities for Improvement - list of essential skills, knowledge and competencies you need to learn or improve on.

12.  Read biographies of individuals whom you admire who have overcome significant adversity in their lives. Write a summary of the biography and post a striking picture of your chosen subject at your journal. Write you personal reflection as to how this person relates to your life’s aspiration.
13. Write your thoughts and sentiments as to how would you like to be remembered as a human being. What legacy would you like to leave. What words would you like to be engraved in your tombstone. Write your imagination as to how you would like your Epitaph to be written.