Career Development Plan Part I--Job Analysis and Selection Report
Lorna L. King
August 16, 2010
1. Executive Summary
The findings show that Team King has the right skills and talent to take InterClean, to the new strategic direction of providing full-service cleaning solutions for organizations in the health care industry. Team King will undergo an intensive training program in the next month. Each member has sales goals of a minimum of two contracts per month and maintains contacts with current clients. Therefore, I recommend a 10% sales bonus for any sales above the minimum sales goal of two contracts per month.
1. Executive Summary ...view middle of the document...
As Interclean continues through the merger with EnviroTech, it is apparent that the sales department must quickly assume its new roles and responsibilities of not just knowing and selling the best cleaning products in the market but focus on solutions and services that will meet the environmental safety requirements. The purpose of this report is to conduct the Sales department Job analysis, outline a workforce planning system, and create a selection process for the sales team staffing.
4. Findings/Main Body
4.1 Job analysis information: A job analysis, (2010), according to human resources, “is the process used to collect information about the duties, responsibilities, necessary skills, outcomes, and work environment of a particular job”. The Interclean sales department’s new goal is to provide a full spectrum of cleaning services and solutions, which will require knowledge about environmental regulation of cleaning, and cleaning systems, OSHA standards, and emerging issues in sanitation.
4.1.1 The most appropriate analysis methods for InterClean new sales department would be direct observation and interview. The advantage of direct observation is the analyst can obtain firsthand knowledge and information on the sales team in full operation. Direct Observation is also very simple to use and it allows the analyst to see the tools and equipment used for the job as well as how the sales representative interact with the customer on promoting the service and the cleaning solutions Interclean Inc. has to offer. The disadvantages are it may alter an employee’s work performance because someone is watching. Other disadvantages are time- consuming because she can only observe one employee at a time to gather the full data of the sale and it requires a skilled observer. The interview analysis method reinforces and clarifies the information the analyst gained from direct observation. The advantage of the interview method is an opportunity for the employee to describe the sales process step by step. The information gained from the interview is vital to the human resources manager to create new job descriptions, job duties, promotions, and workforce plans for the sales department. The disadvantage of interview method is the information gathered is subjective and requires verification. Interview method requires experienced interviewer and well designed questions.
4.1.2 Main Job Duties of the new Sales Department:
1. Identify new leads and establish new accounts (obtain a minimum of two new full contracts per year).
2. Sell cleaning solutions and services (customize service to meet customer needs).
3. Maintain long-term relationship with current customers (maintains a client history and can trouble shoot problems for clients).
4. Knowledgeable on environmental regulation of cleaning and cleaning systems, OSHA standards, and be able to answer any questions on emerging issues in sanitation.
3.2 Workforce planning...