The Process of Job Analysis

Background

Job analysis is a process of collecting and recording position-related data, including the skills and knowledge required for excellent performance, the involved responsibilities and duties. That data also address experience and education qualifications, and emotional and physical characteristics to cope with the set goals in a conventional manner. The primary purpose of a job analysis is to use the collected information to determine the right fit between employee and position and assess the employee’s performance. Additionally, it aims to define the specific tasks and their value and, finally, analyze the development and training needs of employees delivering the particular job. Hence, job analysis is obligatory to determine what kind of an individual is required to perform the specific tasks. In other words, it helps to fit the right employee in the right place.

How Hiring Strategy Supports an Organization’s Strategy

Hiring strategy addresses the alignment around the organization’s values and vision as a sustainable foundation for its policy. It also keeps the company’s culture as its strategy’s enabler. Utilizing the hiring approach, leaders get an opportunity to identify and articulate the organization structure’s people components. Additionally, it addresses the engagement of employees around any changes ahead. To be efficient, the hiring strategy should be grounded by well-designed job descriptions for each position. Typically, it is performed after a job analysis, hence, a precise understanding of the position’s peculiarities is already developed.

Components of Regional Sales Manager Position

Job Summary

The sales representative needs to plan, coordinate, and direct the distribution of Alfred! to inventory requirements, monitor the customers preferences, and define sales potential (“Details report,” n.d.).

Tasks

1. Coordinate and direct activities involving the subject of sales (Alfred!);
2. resolve customers complaints related to services and sales;
3. control operational reports and records to project sales, define profitability;
4. oversee local sales staff;
5. determine prices and discount rates;
6. prepare and approve budgets and expenditures;
7. define the focus of sales efforts based on customer preferences;
8. coordinate staffing, training, and appraisal reports;
9. control service and sales programs;
10. control activities in services and sales record-keeping and accounting;
11. coordinate the performance and efficiency of clerical staff.

Knowledge

1. sales and marketing;
2. customer and personal service;
3. English language;
4. administration and management;
5. education and training principles;
6. product knowledge will be an advantage;
7. buyer-seller agreements;
8. qualification questioning.

Skills (Technical)

1. Data analysis software;
2. business intelligence;
3. CRM software (mainly, customer relationship management);
4. database software;
5. electronic mail software;
6. ERP (enterprise resource planning) software;
7. hot technology awareness will be an advantage.

Skills (Personal)

1. Persuasion;
2. active listening;
3. speaking;
4. objection prevention;
5. objection handling;
6. coordination;
7. critical thinking;
8. strategic prospecting;
9. time management;
10. demo skills;
11. closing techniques;
12. post-sale relationship management.

Abilities

1. Oral comprehension;
2. oral expression;
3. written comprehension;
4. deductive listening;
5. speech clarity;
6. gaining commitment.

Supervision

The regional supervisor coordinates regional sales representatives.

Wage Information and Hiring Trends in Texas

As reported by “Occupational employment statistics” in 2019, Texas is one of the states with the highest employment rate in sales representative occupation:

On July 1, 2020, Indeed.com reported that an average sales representative annual salary is $63,519 (“How much,” 2020). Additional bonus includes the average annual commission of $12,450 (“How much,” 2020). Salaries also vary based on years of experience. Indeed.com (“How much,” 2020) states that in Texas, the weighted average rates are as follows:

Legal and Regulatory Issues in Staffing Management

HR Law relates to Labor and Employment law, encompassing various regulations and laws covering HR professionals. They direct and coordinate the following processes: managing and overseeing hiring and firing duties; employee paychecks, wages, benefits, and overtime; workplace safety, preventing harassment and discrimination, and privacy (“Human resources,” n.d.). Federal, state, and local employment laws play a significant role in the HR field. HR professionals are obliged to be aware of different regulatory and statutory authorities. They also must lawfully and efficiently handle the organization’s personnel. HR professionals are responsible for employee manuals, establishing procedures and policies, affirmative policies and action programs, government wage and contract laws, audits of HR compliance, confidentiality, and non-competition agreements. They have to know the plant closing laws, drug testing and substance abuse laws, and unemployment compensation.

Conclusion

Collecting job-related data requires much time and effort and a well-defined main objective for the process not to become cumbersome. Any data might be collected and recorded, but it might pose a threat to the organization’s finances and health in case it is unknown what is needed and why. Before conducting a job analysis, it is crucial to define which type of content should be gathered. The whole process’s purpose ranges from revealing hidden threats to the company to developing efficient hiring strategies. It may also address analyzing training potential or evaluating the position, analyzing employees performance or setting the organization’s standards, and other issues. Any of the given objectives requires specific data or content.

References

Details report for: 11-2022.00 – Sales Managers. (n.d.). O*NET Online. Web.

How much does a Sales Representative make in Texas? (2020). Indeed.com. Web.

Human resources law. (n.d.). Legal Resources. 2020, Web.

Occupational employment statistics. (2019). U.S. Bureau of Labor Statistics. Web.