PHASE 4: ROLE PROFILES

Develop the profile for an “A-Player” in each key revenue growth role. The primary focus is on Marketing, Sales, Customer Success (CS), and Customer Experience (CX).

 

Documented profiles define a clear picture of what a great employee looks like. Once this is understood and agreed upon, all other Talent management activities will proceed with effective results. For example, the organization will source, recruit, and hire the best people.

Rapid Diagnostic

1. You have identified the individuals responsible for defining your hiring profiles.

2. You have clearly defined competencies that can be easily integrated into your hiring profiles.

3. You have clearly defined accountabilities that can be easily integrated into your hiring profiles.

4. The compensation that you are willing to pay for each hiring profile is defined and routines are aligned with the compensation and quota plan.

5. Your role profiles are always utilized when scoring the performance of candidates and existing employees.

6. You have a catalogue of unique role profiles that are maintained and made available across the enterprise on a regular basis.

7. The role profiles you have defined are actively used by the organization to source, recruit, and hire the best people.

8. Your hiring profiles are designed based on research and address the needs of your markets and buyers in mind.

9. Your role profiles are built upon the modern skills required to accomplish current and future revenue growth objectives.

10. You have documented and follow clear evaluation criteria to analyze the performance of your current talent.

Deliverables

• Hiring Profiles by Role

• Job Descriptions by Role

• Performance Accountabilities Scorecard

Talent Strategy
Are Your CSMs Assigned to the Right Accounts and Touchpoints?
Customer Success has become the focus of many organizations and answers questions such as “how do I retain my customer?”  And “how do I grow within my current customer base?” To ensure your organization is focused on the right CS...
Read More
Talent Strategy
6 Ways to Make Change Management Less Excruciating
To say that change is difficult is an understatement. It explains why some of us are still proudly wearing the hole-ridden t-shirt they’ve had since college (guilty as charged). In a work environment, change is even harder. Especially when you’re...
Read More
Talent Strategy
How to Create an Unmatched Employee Experience to Drive Engagement
Companies are constantly competing for their own employees’ mindshare. The world is so digital that it is frighteningly easy for employees to get lost in headlines throughout their day. The distractions are everywhere – Twitter, LinkedIn, Facebook, Reuters, Bloomberg, CNN,...
Read More
Sales Strategy
How a CEO Drives CX Clarity Amid the Chaos
Any CEO can attest to the current level of difficulty in closing deals. Customer sentiment and individual mind share are in high demand, and even with everyone online, many fail to adequately engage their communities in order to access their...
Read More