The competency model and job descriptions of the salesforce – retail case -

Abstract

The objective of this study was to develop a competency model and the corresponding job descriptions to help the human capital of a retail company achieve excellent performance and thus support the organization in reaching higher financial outcomes. Based on a qualitative research methodology that relied on secondary data and benchmarking, we were able to develop a competency model that not only responded to the organizational needs but was practical enough to implement. Furthermore, the corresponding job descriptions were developed to reflect the behaviors that reflect the desired competencies without being constricted to the specific tasks of the job.