0.

0
1.0
2.0
3.0
4.0
5.0
6.0
7.0
8.0
U s e of produc t k now ledge w ithin my pers onal res pons ibility area.

R es earc hing and getting inform ation about pros pec tiv e and ex is ting c us tomers .

Bus ines s w riting (letters , quotations , propos als , c onfirm ations , c ontrac ts , etc .)

Telephone appointm ent-m ak ing w ith s enior people (ex ec utiv es and direc tors ).

Q ues tioning s k ills , as c ertaining and dev eloping c us tom er needs and k ey is s ues .

D ev eloping s olutions w ith and for c us tomers . U nders tanding and us ing U SP's .

C reating and giv ing s enior-lev el pres entations to groups .

N egotiating s trategy, tec hniques and s k ills .

skills analysis

F inanc ial unders tanding (P&L, c as hflow, v ariable/fix ed c os ts , deprec iation, etc ).

M anaging relations hips w ith c us tomers and c olleagues , internal s elling.

C los ing and c ompleting deals .

C om petitor res earc h and awarenes s .

Projec t managem ent and running meetings .

Adm inis tration, planning, reporting and monitoring.

 0.0
1.0
2.0
3.0
4.0
5.0
6.0
7.0
8.0

Striv ing for new s k ills , k now ledge, ex perienc e and per s onal dev elopm ent.

Tak ing pers onal res pons ibility to res olv e problem s , ev en thos e not of m y ow n m ak ing.

U nder s tanding the w ay people really feel, bey ond w hat they s eem to be s ay ing.

D ev eloping pos itiv e relations hips , c o-operation w ith, and s upporting m y c olleagues .

Being a s elf-s tarter, s elf-m otiv ated, k eeping foc us ed and produc tiv e.

Planning how to ac hiev e m y bus ines s and pers onal goals .

H andling s tres s , c onflic t and pres s ure in a pos itiv e w ay.

M anaging upw ards and s idew ay s (m y m anagerial s uperiors and m y peers ).

attributes analysis

C ontributing pos itiv ely to team /c om pany m orale and s pirit.

Seek ing and pic k ing up res pons ibility that I s ee w aiting to be filled.

C om ing up w ith rec om m endations and s ugges tions , m ore than as k ing for ans w ers .

Prioritis ing, planning and organis ing the balanc e betw een w ork and hom e life.

U s ing integrity and ethic s in m y judgem ent about w ork and organis ational is s ues .
training needs analysis - commercial role - example and working file © alan chapman 2001-06 - www.businessballs.com

This is an example and working file training needs analysis tool - revise element descriptions (competencies) accordingly and insert scores from individual skill-set assessments. Note that the
totals and averages cells contain formulae for calculating totals. Lowest scores are obviously the training priorities, although some consideration needs to be overlayed as to the relative
importance of the skills. The spreadsheet can be extended right by copying the section to create new sections for other departments, and then to create organisational totals and averages.

department averages

department sub-total
individual name

individual name

individual name

individual name

individual name

individual name

individual name

individual name

individual name

individual name

individual name

individual name

individual name

individual name

individual name

individual name

individual name

individual name
Selling and business skills

1 Use of product knowledge within my personal responsibility area.

7 7 7 6 8 7 6 7 6 4 8 6 6 7 6 5 3 8 114 6.3

2 Researching and getting information about prospective and existing customers.

5 5 3 6 4 5 1 6 2 5 5 8 8 8 7 5 6 6 95 5.3

3 Business writing (letters, quotations, proposals, confirmations, contracts, etc.)

8 7 8 5 8 6 8 5 7 3 7 6 8 9 4 3 4 8 114 6.3

4 Telephone appointment-making with senior people (executives and directors).

7 6 3 8 7 5 0 4 2 7 6 8 6 6 4 3 6 8 96 5.3

5 Questioning skills, ascertaining and developing customer needs and key issues.
7 7 6 5 6 6 7 6 7 7 7 7 9 8 5 4 6 8 118 6.6

6 Developing solutions with and for customers. Understanding and using USP's.
8 6 5 4 7 6 2 4 3 5 6 6 9 6 6 3 3 8 97 5.4

7 Creating and giving senior-level presentations to groups.

4 3 4 3 4 3 0 2 1 3 5 6 8 9 3 3 7 68 4.0

8 Negotiating strategy, techniques and skills.

7 4 5 2 5 5 0 4 2 7 6 6 7 8 6 4 5 7 90 5.0

9 Financial understanding (P&L, cashflow, variable/fixed costs, depreciation, etc).

5 5 3 2 3 3 2 4 1 3 7 5 7 7 3 4 4 3 71 3.9

10 Managing relationships with customers and colleagues, internal selling.

7 8 6 7 8 7 7 6 7 8 7 7 7 7 7 6 7 1 120 6.7

11 Closing and completing deals.

8 7 5 6 7 7 0 6 5 8 7 6 7 8 5 6 6 8 112 6.2

12 Competitor research and awareness.

6 3 3 4 4 4 0 6 4 3 7 7 3 1 6 3 6 5 75 4.2

13 Project management and running meetings.

7 4 5 2 5 5 0 4 2 7 6 6 7 8 6 4 5 7 90 5.0

14 Administration, planning, reporting and monitoring.

8 7 5 6 7 7 0 6 5 8 7 6 7 8 5 6 6 8 112 6.2

15 Time management and being effective and productive.

6 6 5 3 6 7 4 5 4 6 6 6 5 7 5 6 5 9 101 5.6

16 Appreciation/application of social responsibility, sustainability, humanity, and ethics.

4 7 6 5 7 7 9 7 9 7 6 7 4 5 4 7 4 5 110 6.1

totals 104 92 79 74 96 90 46 82 67 91 103 103 108 112 79 72 79 106

averages 6.5 5.8 4.9 4.6 6.0 5.6 2.9 5.1 4.2 5.7 6.4 6.4 6.8 7.0 5.3 4.5 4.9 6.6

Personal attribute strengths

1 Striving for new skills, knowledge, experience and personal development.

7 6 5 8 7 6 8 8 7 8 8 7 9 3 8 6 7 7 125 6.9

2 Taking personal responsibility to resolve problems, even those not of my own making.
6 7 6 7 8 8 6 5 7 8 6 8 8 9 8 9 4 8 128 7.1

3 Understanding the way people really feel, beyond what they seem to be saying.
8 7 7 5 7 5 7 5 6 7 6 6 9 10 5 9 6 6 121 6.7

4 Developing positive relationships, co-operation with, and supporting my colleagues.

8 8 5 7 8 6 6 5 7 8 6 8 8 9 3 7 8 5 122 6.8

5 Being a self-starter, self-motivated, keeping focused and productive.

8 6 7 6 7 8 8 7 8 8 6 8 6 7 6 7 7 8 128 7.1

6 Planning how to achieve my business and personal goals.

5 5 5 6 5 5 8 4 7 9 7 7 5 5 5 7 6 6 107 5.9

7 Handling stress, conflict and pressure in a positive way.

4 7 5 5 5 5 7 5 8 4 6 5 3 8 6 7 5 5 100 5.6

8 Managing upwards and sideways (my managerial superiors and my peers).

4 7 6 6 8 5 7 4 6 4 7 5 3 8 6 7 8 7 108 6.0

9 Contributing positively to team/company morale and spirit.

8 8 5 8 6 7 4 6 8 9 6 8 3 8 8 7 8 7 124 6.9

10 Seeking and picking up responsibility that I see waiting to be filled.

6 5 5 6 6 5 8 5 6 8 5 7 7 6 6 9 5 5 110 6.1

11 Coming up with recommendations and suggestions, more than asking for answers.
7 5 6 6 6 5 5 6 6 3 7 7 8 9 7 6 4 8 111 6.2

12 Prioritising, planning and organising the balance between work and home life.
5 7 7 7 5 6 8 6 9 5 7 6 4 5 4 8 4 4 107 5.9

13 Using integrity and ethics in my judgement about work and organisational issues.
8 6 6 7 8 7 8 6 8 9 6 6 7 7 8 9 8 8 132 7.3

0 ###

totals 84 84 75 84 86 78 90 72 93 90 83 88 80 94 80 98 80 84

averages 6.5 6.5 5.8 6.5 6.6 6.0 6.9 5.5 7.2 6.9 6.4 6.8 6.2 7.2 6.2 7.5 6.2 6.5

This analysis is designed to show collective training needs and priorities and also the relative training needs of individuals. For organisational analysis you can use this tool to consolidate and show
departmental totals instead of individual names. Use this analysis with the skill and behaviour set individual assessment tool (commercail role - 2nd view scores). Use graphs like those in this
example (working file only) to show the analysis at a glance. This assessment tool was developed by alan chapman and you may use it freely provided copyright and www.businessballs.com are
acknowledged. Free online information and guidance at www.businessballs.com.

© alan chapman 2001-06, from www.businessballs.com, not to be sold or published. Alan Chapman accepts no liability.

free personal and organizational resources from www.businessballs.com

alan chapman www.businessballs.com 05/20/2018