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A focused and Learnable Competency M...

Herbison, Gerald J.

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A focused and Learnable Competency Model for the Front-Line Sales Managers at a U.S. Life Insurance-Based Financial Services Company.

Record Type:	Language materials, printed : Monograph/item
Title/Author:	A focused and Learnable Competency Model for the Front-Line Sales Managers at a U.S. Life Insurance-Based Financial Services Company./
Author:	Herbison, Gerald J.
Description:	119 p.
Notes:	Source: Dissertation Abstracts International, Volume: 75-01(E), Section: A.
Contained By:	Dissertation Abstracts International75-01A(E).
Subject:	Business Administration, Management. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3593033
ISBN:	9781303351853

A focused and Learnable Competency Model for the Front-Line Sales Managers at a U.S. Life Insurance-Based Financial Services Company.
Herbison, Gerald J.

A focused and Learnable Competency Model for the Front-Line Sales Managers at a U.S. Life Insurance-Based Financial Services Company. - 119 p.

Source: Dissertation Abstracts International, Volume: 75-01(E), Section: A.

Thesis (D.B.A.)--Wilmington University (Delaware), 2013.

Traditional competency models contain an average of 30 non-prioritized trait, behavior, knowledge, and skill-based competencies, separated into an average of six clusters. While these models may be useful for selecting managers, their development value may be limited because there are so many non-prioritized competencies, many of which are change resistant personality traits. This study was designed to develop a focused and prioritized model of learnable competencies for front-line sales managers in a U.S. insurance-based financial service company. Twenty-three front-line field sales managers, ranked as top or average performers were interviewed, utilizing a structured, behavioral event interview process. Six exemplar competencies were identified, distinguishing top from average managers. Five core competencies were identified as contributing to the performance of both average and top managers. Top managers utilize all core competencies more frequently than do average managers, applying both a greater breadth and depth of competencies than do their average peers.

ISBN: 9781303351853Subjects--Topical Terms:

626628
Business Administration, Management.

A focused and Learnable Competency Model for the Front-Line Sales Managers at a U.S. Life Insurance-Based Financial Services Company.
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245 1 2 $a A focused and Learnable Competency Model for the Front-Line Sales Managers at a U.S. Life Insurance-Based Financial Services Company.
300 $a 119 p.
500 $a Source: Dissertation Abstracts International, Volume: 75-01(E), Section: A.
500 $a Adviser: Ruth Norman.
502 $a Thesis (D.B.A.)--Wilmington University (Delaware), 2013.
520 $a Traditional competency models contain an average of 30 non-prioritized trait, behavior, knowledge, and skill-based competencies, separated into an average of six clusters. While these models may be useful for selecting managers, their development value may be limited because there are so many non-prioritized competencies, many of which are change resistant personality traits. This study was designed to develop a focused and prioritized model of learnable competencies for front-line sales managers in a U.S. insurance-based financial service company. Twenty-three front-line field sales managers, ranked as top or average performers were interviewed, utilizing a structured, behavioral event interview process. Six exemplar competencies were identified, distinguishing top from average managers. Five core competencies were identified as contributing to the performance of both average and top managers. Top managers utilize all core competencies more frequently than do average managers, applying both a greater breadth and depth of competencies than do their average peers.
590 $a School code: 1517.
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650 4 $a Sociology, Organizational. $3 1018023
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710 2 $a Wilmington University (Delaware). $b Business. $3 2095432
773 0 $t Dissertation Abstracts International $g 75-01A(E).
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856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3593033