{销售管理}创建工作业绩中的品质意识

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1、,Building Quality Into On-The-Job Performance,Laura Gregg,Technology,Increasing demands of technology,Technology,Hardware Software,“Techno-ability”,Components of technology,“Techno-ability”,Hardware Software,Engineering,Operations,Work areas,“Techno-ability,Hardware Software,Doing,Understanding,Deve

2、loping,Creating,Engineering,Operations,What is required of people,Doing,Understanding,Developing,Creating,OJT,Classes, CBT,Experience,How we learn,Doing,How do we think about “doing”?,Jobs,Duties,Tasks,Procedures,Steps,Homeowner,Yard work,Cut lawn,Start mower,Pull rope,Job Analysis,Task Analysis,Foc

3、us on doing,Job Analysis,Verify,Revise,Approve,Task Matrix,Verify,Task Analysis Team(s),Job-holder or SME Panel,Project Team,Managers,Mentor,Learner,Revise,Approve,SOJT Guide & Standard Practices,Learning,Certifier,Certification,Yard,Exterior,Plumbing,Heating,Cut Lawn,Weed Garden,Fertilize,Painting,

4、Clean Gutter,Clear Drain,Washers,Filters,Set TStat,Oil Furnace,This process is called Job Analysis. The result is a chart of WHAT has to be done.,Job analysis for Homeowner=Tasks,Add Gas to Mower,Cut Lawn,Adjust Cutting Level,Start Mower,Empty Grass Bag,Mix Gas,Change Oil, Plugs,Sharpen Blade,Overha

5、ul Engine,Basic,Intermediate,Advanced,This process is called Task Analysis. The result is a document on HOW the task should be done.,Task analysis for Cut Lawn = Procedures,Add Gas to Mower,Procedures refer to Standard Practices,Standard Practices,Job analysis,Done by a panel of 3-15 job holders or

6、subject matter experts Takes two days of facilitated work Result is Task Matrix Matrix verified by panel,Job analysis outcomes,Role clarity Job description Education/training requirements,Where this job analysis process works,Technical or highly structured jobs,Socialor highly contextual jobs,上下文的,T

7、ask analysis,Done for each task on Task Matrix Uses two SMEs working with atechnical writer Takes approximately one hour per task Result is Structured OJT Guide Structured OJT Guide verified by panel,Task analysis outcomes,List of procedures Completion criteria Reference to best practices,SOJT Guide

8、 example page,Procedure list outcomes,Refined task matrix Clearer job description Better understanding about knowledge and skill requirements Support for on-the-job training,SOJT Guide example page,Structured OJT,Provides a definitive training plan Clarifies expectations Provides a map and current s

9、tatus Occurs with a mentor (subject matter expert, lead or senior person) who has been trained to train others Offers structured guidance and practice in a real-world setting,Getting our arms around the job,1,10,100,1000,10000,Getting our arms around the job,1,10,100,1000,10000,Job or Node Title,Hom

10、eowner,Getting our arms around the job,1,10,100,1000,10000,List of Duties Yard Exterior Plumbing Heating . .,Getting our arms around the job,1,10,100,1000,10000,Task Matrix,Getting our arms around the job,1,10,100,1000,10000,Structured OJT Guide,Getting our arms around the job,1,10,100,1000,10000,Ge

11、tting our arms around the job,1,10,100,1000,10000,Standard Practices,Job analysis tips,Points to ponder Stay on the road to “what” Be prepared to respond to workplace problems Pitfalls to avoid Detours to “how” or “who” Traditional skill categories,Task analysis tips,Points to ponder Choose credible

12、 task analysis team members Focus on critical tasks and procedures Pitfall to avoid Insufficient team member support so that they can do the analysis work,Structured OJT tips,Points to ponder Identify and plan communications content and timeline for all stakeholders Carefully choose and train mentors Pitfalls to avoid Skipping the pilot run Failing to provide a formal feedback channel,What questions do you have?,

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