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Q. 4(a) What investments in people were most valuable & classic & why?
Q.4 (b) Elaborate the leadership competency framework in the case?
Sol.(a) The most valuable investments in people were to put up their communication skills, style and also consulting skills. And why it was so classic because LFG wanted its people to sell solutions instead of selling products. Changes in organizations are to a greater extent and more common. They appear at red-hot pace and employees are expected to be even more adaptable.
(b) Leadership framework in LFG
This framework had 18 gross revenue competencies and 6 sales drivers and it had a scale of 0 to ampere-second. sample performance was between 55 to 75. And 0 or 100 were extremes and undesirable. More importantly 7 competencies & their appraisall band represent competency exercise. And deviations between ideal target band & separates assessment meant competency gap that individual instruct & education would be designed to address.
Another use of this model was to acquire a common language & common understanding. near it helped LFG to articulate the characteristics desired in managers and sales people.
The big idea was to tell its people that these are your strengths and this is where you have some development needs.
The competency model was future-oriented & developmental. The final objective was to move sales force from the command & control mentality to one in which wholesalers were taught to ask questions to find opportunities and to feel empowered to find solutions someplace inside Lincoln.
Q.1 How did the customer value proposition and strategy variety show at LFG & why?
Sol. LFG wanted to have stronger bond with each customer and therefore company stopped looking at them as buyers or purchasers and more of a valued asset. in that location was a need for association with the customer. That is the reason Relationship counseling was separated from sales division so that both divisions faecal matter focus on their...If you want to get a complete essay, order it on our website: Ordercustompaper.com
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