Construction And Application Research On Competency Model Of Pre-sale Consultant Of LX Company

In recent years, with the rapid development of the global Internet and mobileInternet, China Telecom LX company as the telecommunication operatorcontinue to suffer the impact of Internet Co.’s OTT business and virtual operators,The resources and brand advantage no longer apparent, market share has severelyaffected, revenue growth rate is slowed down, strategic innovation transformationhas be imperative.Meanwhile, the traditional mode of relying on the sales staff toexpand the market has not been able to meet the requirements of LX companystrategic transformation. Rather need to strengthen the core talent teamconstruction, through the human resources planning and integration, put forwarda new strategy of talent to match the transformation strategy of LX company.LX Company is a representative of the information technology enterprise inShanghai, and mainly for government and enterprise users to providecomprehensive information technology solutions. In the face of the currentindustry challenges, LX company gradually aware of the importance of theconstruction of talents team. At the same time, LX Company also aware ofproblems from the methods of human resource management and performanceevaluation, can not effectively stimulate the initiative of staff. Therefore, theconstruction of competency based human resource strategy, is the core content ofLX Company in the implementation of the strategic transformation. This paperfocuses on LX Company Pre-sale consultant of the position competency modelbuilding, and hope to gradually extended to the selection and evaluation of othercore talents in LX Company. And gradually improve the management andinnovation, to lay the foundation for LX Company to achieve a strategictransformation.In this paper, the use of competency and competency model theory,behavioral event interview (BEI) and text analysis, interviews, questionnaireinvestigation and comprehensive analysis method, by the analysis of exploratoryfactor analysis and confirmatory factor to the actual data, to construct thecompetency model of Pre-sale consultant positions. The model is made up of3clusters,20competencies, known as professional characteristics respectively (including marketing ability, needs to summarize feedback, risk consciousness),individual characteristics (including stress management, active consciousness,pay attention to detail, the individual adaptation), intrinsic characteristics(including self-confidence, achievement orientation, professional), thinkingcharacteristics (including system thinking, analytical thinking, creative thinking),development characteristics (including structured knowledge, insight, ability tolearn, to share the experience of environment), team characteristics (includingrelationships, influence, teamwork). Meanwhile, by using the analytic hierarchyprocess, calculate the weight of the competency, in order to facilitate the practicalapplication of the model. This paper will eventually get the competency modelsuccessfully applied to recruitment, performance appraisal, compensation,training and development, occupation planning and other aspects of Pre-saleconsultant positions, and for the LX Company to build a talent strategy in otherpositions provide strong theoretical foundation.