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Lead effective workplace relationships Assessments

Assessment - 1 - Observation

1. Read the scenario on the next pages. You are required to conduct a performance review with Alex. Ask one of your peers to play the role of Alex.

Use the 'Performance Review Checklist' (next pages) to structure the performance discussion. Complete the checklist afterwards, identifying what you did say or do.

A second peer must be present during the performance review. He/she is required to complete the 'Observation Checklist' (next pages).

Submit both completed checklists.

2a. Based on your own views and the feedback gathered in question 1, describe your strengths and areas for development with regards to dealing with poor staff performance.

2b. What can you do to improve your skills and knowledge in dealing with poor staff performance?

Scenario:

Alex is a Regional Sales Manager within your organisation and responsible for managing a sales team of eight Sales Consultants. Below are the objectives you agreed with him in January for this year, and his current achievement against these. It is now six months since these objectives were agreed and it is time for a performance review.

You are aware that over the last six months, since the objectives were agreed:

There has been a slight 'slowing down' in the market. Indeed, whilst it is difficult to put precise figures on it, it appears the market may have retracted by as much as 10%.

Alex's team has achieved additional revenues from sales of ancillary products (introduced after the objectives outlined were agreed), and is outperforming almost every other region in this area.

Nothing seems to have been done about introducing a new incentive scheme yet.

Alex has spent time with every one of his team during the year and has accompanied them during their day-to-day customer visits. He is clearly proving popular with his team. He spent at least one full day with each member of the team in their work before agreeing formal training plans with them.

Although the objective to establish new objectives for the team was late being completed, Alex did use the time to undertake a very thorough review of the way targets were set, and spent time reaching agreement with the team about how the overall target should be split.

Alex's teamwork on leads generated from the call centre. The relationship between the sales team and the call centre is generally quite low, with the sales teams often complaining about the poor quality of the leads they are provided with, and the amount of time wasted visiting customers who have only a very slight interest.

ASSESSMENT 2 - WRITTEN QUESTIONS

1. What sources would be the most effective to get your information from?

2. How would you communicate your ideas and information to the following stakeholders?

• Your team members?
• Your supervisor?
• The HR manager?

3. How would you try to gain a common understanding with your team?

4. How would you encourage team members to contribute ideas and share any concerns?

5. What processes would you implement to address the issues raised by your supervisor?

6. Describe the social, ethical and business standards expected of employees at work.

7. How do you encourage people to follow examples set and do a good job?

8. Think about the different people you work with and how they offer different things to the team. Explain some of the different ways that they contribute.

9. How can you adapt your interpersonal style for different situations that come up at work or for different people that you deal with?

10. 10a. Who are the people that make up your professional network?

10b. How can you improve your networks with these people?

10c. How can these people benefit your team and the organisation?

11. Think of a recent difficulty you have managed within your team. What guidance or support did you seek out to help you resolve the workplace difficulty? How did you resolve it? Would you do anything differently now?

12. Summarise the policies and procedures that are in place for performance management in your workplace. Include a copy of these policies and procedures.

13. Explain what improvements you would make to these policies and procedures.

14. Explain how different legislation from all levels of government affects business operation, especially in regard to occupational health and safety (OHS), and environmental issues, equal opportunity, industrial relations and anti-discrimination.

Attachment:- Assignment Files.rar