FOR PROF GOODMAN ONLY

InterClean Sales Staff HR Summary

Sales Force HR Summary

Number of Employees

45

Years of Experience at InterClean

20 or more = 9

11 – 19 = 9

5 – 10 = 3

1 – 4 = 18

Less than 1 = 6

Years of Experience in the Industry

20 or more = 9

11 – 19 = 12

5 – 10 = 9

1 – 4 = 15

Less than 1 = 0

Educational Level

Graduate Degree = 3

Baccalaureate + = 3

Baccalaureate = 3

Associate Degree = 12

Some College = 15

High School Diploma = 9

Age Range

60+ = 3

50 – 59 = 6

40 – 49 = 18

30 – 39 = 6

20 – 29 = 9

19 or younger = 3

Ethnicity

African American = 6

Asian American = 3

Caucasian = 27

Hispanic = 9

Native American = 0

Other = 0

Annual Training Completed—Job related (see description A below)

20 or more hours = 6

10-19 hours= 9

5-10 hours= 18

4 hours or less= 12

Sales Force HR Summary

Annual Training Completed—general and non-job related (see description B below)

20 + hours = 3

10-19 hours= 6

5-10 hours= 30

4 hours or less= 6

Skills Inventory: Contract related (see description C below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 9

75th percentile: 9

50th percentile 18

35th percentile: 9

20th percentile or below: 0

Skills Inventory: Computer/software

(see description D below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 0

75th percentile: 6

50th percentile: 24

35th percentile: 15

20th percentile or below: 0

Skills Inventory: Leadership (see description E below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 3

75th percentile: 3

50th percentile: 18

35th percentile: 21

20th percentile or below: 0

Sales Force HR Summary

Skills Inventory: Customer Service (see description F below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 3

75th percentile: 9

50th percentile: 27

35th percentile: 6

20th percentile or below: 0

Skills Inventory: Communications (see description G below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 6

75th percentile: 9

50th percentile: 24

35th percentile: 6

20th percentile or below: 0

Skills Inventory: Compliance and Regulatory (see description H below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 0

75th percentile: 3

50th percentile: 6

35th percentile: 33

20th percentile or below: 3

·  The percentiles are defined as follows: 90th percentile equals excellent achievement, 75th percentile equals good achievement, 50th percentile equals fair achievement, 35th percentile equals poor achievement, 20th percentile equals achievement failure.

A—Job-related training

This is defined as training workshops and sessions regarding updates to the current product line, new applications for existing products, products rolling out over the next year, products to be discontinued during the next year., new product features, warranties, and formulas. This category also includes sales training and skill development consisting of updates on generating leads, responding to inquiries, growing the client base, establishing an effective tracking system, working with long term clients, and generating referrals.

B—General and non-job related training

This is defined as training workshops on general interest issues such as time management, stress reduction, nutrition, Pilates exercises, and investing for retirement.

C—Contract related training

This is defined as training on contract bidding, estimating contract costs, contract administration and tracking, proposal development and contract renewal issues.

D—Computer/software training

This is defined as basic training on word processing applications, PowerPoint, Excel spreadsheets, databases, and Office Integration software to provide the essential foundation skills needed to utilize computer technology in selling.

E—Leadership training

This is defined as training in the development of interpersonal relationship skills including topics such as how to get the most from your employees, how to give constructive feedback, setting personal goals, and managing office politics.

F—Customer service training

This is defined as training in how to answer the telephone, dealing with irritated or angry customers, how to construct an effective voice mail message, and tips for using email messaging to solve customer problems.

G—Communications training

This is defined as training on developing effective writing skills, how to conduct research, letter styles and formats, grammatical issues in communication, communicating on teams, and making presentations to groups.

H—Compliance and regulatory training

This is defined as training on state and federal compliance standards for sanitation, waste disposal, chemical usage, and environmental clean up.