The Sales Manager should complete the Competency Matrix Template by adding each staff members name across the top of the matrix, and then assigning a level of 0 (no skill or knowledge level) through 4 (instructor level skills) for two categories of an individual’s competency: the desired level of competency (D) and the actual level of competency (A). The Sales Manager can gather information to complete actual level of competency of the AD1050-1 COMPETENCY MATRIX through the following:
- Surveys, questionnaires, and discussion with department members;
- Demonstration of skills through job performance; and
- Competency testing.
The Sales Manager should review the Competency Matrix Template for all members of the sales department to identify areas of proficiency deficit by members of the sales department, according to position and responsibility. As the Sales Manager completes a new AD1050-1 COMPETENCY MATRIX, he or she should compare it to matrices of previous years to ensure progress in achieving desired competency levels. Methods used to complete the matrix should be improved as to achieve training goals.