PRA Vision Statement
“We will be an indispensable
strategic partner to drive individual
and team performance to achieve
PRA’s mission to become the
World’s Most Valued Company.”
Business Philosophy
“We proactively develop PRA
colleagues to drive business
results through strategic
learning experiences.”
Engagement Presentation Agenda
ü Introduction
ü What We Do for You - Value
ü Clarify the Resources (Team & Individual)
ü Accessing the Resources
Your Name
Background
Accomplishments
XXXX
XXXX
XXXX
XXXX
XXXX
XXXX
XXXX
XXXX
PRA Career
XXXX
XXXX
XXXX
XXXX
XXXX
Performance Partnerships:
The Power to Improve Business Results
Trainer
Before
During
After
Manager/
Supervisor
Learner
Before
During
After
Before
During
After
Executive
Advocate
The UOP Regional Strategy
Team Effectiveness Training
Action Selling
DISCovering Self and Others
OZ Accountability
ACT/Situational Self-Leadership
Target Account Selling
PHR Strategic Capabilities
!"#$"%&'(
)$*$+','"'%-
Territory
Optimization
Selling Skills & Customer
Value Delivery
• Accountability &
Goal Focus
• Service Orientation
• Decision Making
and Judgment
).#%/
0%1$2'.#-
• Market Knowledge
and Analysis
• Leveraging
Resources/
Organizational
Awareness
• Initiative and
Flexibility
• Building Customer
Relationships
• Competent Use of
Technical Knowledge
• Communication and
Influence with
Customers
Team
Contribution
• Focus on Team
Results
• Communication and
Influence with
Teams
• Teamwork and
Inclusiveness
• Shared
Accountability
IHR Strategic Capabilities
!"#$"%&'(
)$*$+','"'%-
).#%/
0%1$2'.#-
3((.45"
6*"'7'8$"'.5
Selling Skills & Customer
Value Delivery
• Accountability &
Goal Focus
• Identifying
Customer Needs
• Account Knowledge
& Analysis/
Organizational
Awareness
• Service Orientation
• Strategy
Development
• Communication and
Influence with
Customers
• Decision Making
and Judgment
• Initiative and
Flexibility
• Building Customer
Relationships
9%$7/
).5"#'+4"'.5
• Shared
Accountability
(with Leadership
component)
• Team Problem
Solving
• Communication
and Influence with
Teams
Specialty Representative
Strategic Capabilities
!"#$"%&'(
)$*$+','"'%-
).#%/
0%1$2'.#-
Territory
Optimization
Selling Skills & Customer
Value Delivery
• Accountability &
Goal Focus
• Service Orientation
• Information
Gathering
(Market Research)
• Analytical Thinking
• Judgment
• Organization
Awareness
• Building Customer
Relationships
• Competent Use of
Technical Knowledge
• Communication and
Influence with
Customers
Team
Contribution
• Focus on Team
Results
• Communication
and Influence with
Teams
• Team Problem
Solving
• Mentoring Others
PRA Curriculum
Performance Management Process
Online Learning
Corporate Library
CMR Courses
Self-Study Book
Live Seminars
Eligibility Requirements
Successful Completion of
Career Development Phase VII,
IHR or Specialty Phase I
Training
Cluster LAT Effectiveness
Great Teams are Built, Not Born
Action Selling
DISCovering Self & Others
Target Account Selling
OZ Accountability
Situational Self Leadership
How We Assist in “Unlocking the Value”
• Drive business results through capabilities
development of Representatives in the Region.
• Great Teams are built, not born. Team Development
at the LAT level to impact Field Force Effectiveness.
• Impact basic selling skills, relationship orientation,
accountability, leadership, and institutional selling.
We aren’t in the
Training Delivery Business.
We’re in the
People Development
Business!