Diversity Training and Sales Growth Plan

This assignment outlines two distinct work plans for L'Oreal. The first focuses on diversity training for front-line executives, aiming to improve customer interactions with culturally diverse clientele and boost sales revenue by 20% in six months. The second plan emphasizes building customer loyalty through social media engagement and special events in stores, targeting a 5% increase in purchases from loyal customers within a quarter. Both plans include specific goals, KPIs (Key Performance Indicators), timelines, and responsible individuals.

Running head: MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
Name of the Student:
Name of the University:
Author’s Note:

1MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
Contents
Assessment Task 1-Manage Personal Work Priorities....................................................................3
1) Review of my job description.....................................................................................................3
Review of the business plans, goals, policies and procedures of L’Oreal Australia...................4
2) Five goals....................................................................................................................................4
3) KPIs for measurement of performance related to work goals.....................................................5
a) The way KPIs are used to measure goal-related performance.................................................6
b) The way performance can be maintained under contingencies and circumstances.................6
c) How to capitalize or minimize the effects of personal traits in work plans.............................6
4. A range of activities for the advancement of work goals............................................................6
Prioritization of activities.............................................................................................................6
Process undertaken for prioritization of activities.......................................................................7
Management of Competing demands to achieve goals................................................................7
5. Two work plans for the achievement of two goals that I have prioritized..................................8
6. How the plans are used to manage work effectively...................................................................9
6. a) My role as a positive role model through work planning and organization........................9
b) My strategies to maintain appropriate work-life balance maintain health and manage stress. .10
Assessment Task 2.........................................................................................................................11
Develop and Maintain Professional Competence..........................................................................11

2MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
1. Assessment of personal knowledge and skills against competency standards..........................11
Process undertaken to assess my professional competency.......................................................12
2. Meeting with client-Notes.........................................................................................................12
Description of the meeting, questioning and active listening techniques used..........................12
3. Development of professional development plan.......................................................................13
a) Development of opportunities................................................................................................13
b) New skills I aim to acquire to maintain competitive edge.....................................................14
c) Participation in professional network to for improving professional development...............14
d) Timeframes............................................................................................................................14
Journal............................................................................................................................................15
a) Application of feedback for professional development plan....................................................15
b) Process undertaken for the identification, evaluation and selection of development
opportunities of professional development plan............................................................................15
c) How acquiring new skills will give me competitive edge.........................................................16
d) Examples of networking skills to enhance skills, work-relationships and knowledge.............16
e) Alignment of plans to organizational policies, procedures, organizational goals and my work
role.................................................................................................................................................16
Reference Lists..............................................................................................................................17

3MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
Assessment Task 1-Manage Personal Work Priorities
1) Review of my job description
I work as a marketing manager of L’Oreal Australia.
My job holds me responsible for the expansion of the retail business of L’Oreal in
Australia by adopting innovative marketing strategies. I am responsible to enhance the sales
revenue of L’Oreal in Australia and also achieve an increase of annual sales growth. I have the
responsibility to develop operational plans with the higher management and implement this plan.
I am responsible for organizing promotional campaigns of L’Oreal and focus on the success of
planning and launching of products. The promotional campaigns include both Above-The-Line
and Below-The-Line promotional activities. I am responsible to review the supply chain
management activities, channel management activities and distribution management activities of
L’Oreal Australia. I have the prime responsibility of collaborating with distribution channels of
L’Oreal including the physical retail stores like supermarkets and online retail stores. My job
holds me accountable for analyzing the performance of retail business of L’Oreal Australia and
provides powerful inputs to the meetings with higher management. I have the responsibility to
design an incentive plan to boost sales growth and to develop a promotional calendar. I have the
prime responsibility to collaborate with the Human Resource Management Team of L’Oreal to
ensure that the training programs are conducted to develop skills and knowledge of the
distribution team so that they can achieve sales target proficiently. I am also responsible for key
account management and focus on Customer Relationship management.

4MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
Review of the business plans, goals, policies and procedures of L’Oreal Australia
 L’Oreal Australia has product lines in five major categories. These categories are
fragrances, skin-care, hair-care, hair-color and make-up. The Research and Development
team of the organization focuses on innovation and creativity in new product
development and improvement of existing products. The organization focuses on a
consumer oriented research where the diverse beauty needs of consumer are given top
priority.
 L’Oreal is a global organization. So the organization collaborates with its business units
located in the United States, France, Singapore, Canada and New Zealand.
 L’Oreal aims to achieve the goal of winning the trust and confidence of billions of
customers within a decade. The organization also focuses on sustainability and corporate
social responsibility (CSR) activities to create a positive image at workplace. These
policies, procedures, plans and goals of L’Oreal will be informed in team and for
personal goal setting( loreal.com.au 2017).
2) Five goals
Team goals
 To increase repetitive purchase from key accounts by 5% within a span of a quarter.
L’Oreal has found that it becomes more difficult to acquire a new customer base than to
retain old customers. So the organization aims to increase sales by focusing on a strong
relationship building with old customers.

5MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
 To organize two cultural diversity training programs for from-line executives within next
six months, these programs will help employees to build rapport with culturally diverse
customers effectively.
 To achieve 40% growth in e-commerce sales in Australia in next five years. The
organization has chosen this goal because e-commerce is booming and customers prefer
to make purchases online
Personal goals
 To make myself familiar with modern technology and software of retail management. I
have set this personal goal for myself because the L’Oreal plans to implement
advancement of technology for attainment of business objectives.
 To develop time-management and creative skills for successful implementation of
promotional campaigns within next 3 months. I have set this goal because management of
promotional campaign is very important to boost sales of L’Oreal.
Team goal setting is important for an organization because working together in a
team helps in accomplishments of business objectives in an effective way. Team
cohesion and team-work fosters innovation and helps to overcome individual weakness to
accomplish business objectives. Personal goal setting helps to improve personal skill sets
to embrace workplace challenges (Armstrong and Taylor 2014).
3) KPIs for measurement of performance related to work goals
The KPIs that will be used to measure performance related to the work goals are sales
revenue, customer value and traffic to lead ratio.

6MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
a) The way KPIs are used to measure goal-related performance
The sales revenue can be measured by calculating the difference between total sales of a
year and total revenue gained from customers.
The traffic-to-lead ratio will help to measure the e-commerce performance. It will help to
measure rate of new digital customers (Armstrong et al. 2015)
b) The way performance can be maintained under contingencies and circumstances
I can maintain performance under contingencies by adopting proper risk management
techniques and contingency plans. For instance, the fall in sales of L’Oreal due to cultural gap
and communication barrier between front-line executives and culturally diverse customers can be
reduced by providing them cultural training.
c) How to capitalize or minimize the effects of personal traits in work plans
My strength is that I have good emotional intelligence, conscientiousness and score high
on extraversion personality traits. I can capitalize on these strengths to collaborate effectively
with key accounts and
4. A range of activities for the advancement of work goals
Prioritization of activities
 I plan to focus on management of digital platform for the advancement of work goals.
We plan to retain loyal customers by focusing on Customer Loyalty programs. These
programs will provide loyal customers discounts on next purchase; will offer them

7MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
special gifts when they make a purchase of substantial amount. Also loyal customers will
be invited in promotional events of store through e-mail invitation.
 The sales of L’Oreal Australia can be boosted by developing good relationship with
distributors. The channel management activities are of paramount importance for the
advancement of work goals.
 The training and development sessions of the front-line-employees of L’Oreal for
achieving the sales growth is important because these employees are in direct contact
with the customers
 Two Work goals for the development of Work Plans –Two work goals are increasing
purchase from loyal customers by 5% within a quarter and organize two cultural training
program for front-line-executives within 6 months
Process undertaken for prioritization of activities
For prioritizing activities, I have made a list of activities with due dates, assessed
interdependent activities, analyzed consequence of activities to measure how these activities will
help in attainment of work- goal, de-clutter the list and reassessed.
Management of Competing demands to achieve goals
In competing demands, a buyer can have same level of satisfaction by buying competing
products, For instance L’Oreal and Revlon cosmetics. I plan to focus on Customer
Relationship Management (CRM) activities on digital platform by adopting an effective
communication model to interact with customers on social media platform like Facebook,
Twitter and Instagram to manage competing demands. The organization will ensure to take
customer feedback on social media platform, use the platform to understand diverse needs of

8MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
customers and promote the brand on digital platform. Also, L’Oreal will focus to handle
grievance of customers on digital platforms.
5. Two work plans for the achievement of two goals that I have prioritized
Process of developing these plans to manage work priorities – The work plans has helped
me manage work priorities. I have developed this plan after discussing the same with sales and
marketing team and the marketing head. This plan has helped me to manage time effectively
because we allotted a timeframe to each activity and followed it strictly.
Work Plan 1
Work
Activity
Description Goals KPIs Timeframe Person
Responsible
Introduction
of cultural
diversity
training for
the front-line
executives of
L’Oreal
Front-Line
executives
will be
trained to
handle
culturally
diverse
customers by
introducing
them to
different
cultural
models, role
play activities
To increase
Customer
sales revenue
by 20% from
culturally
diverse
customers in
6 months
The sales
revenue can
be measured
by calculating
the difference
between total
sales of a year
and total
revenue
gained from
customers.
6 months The Human
Resource
Manager

9MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
Work Plan 2
Work
Activity
Description Goals KPIs Timeframe Person
Responsible
Boosting
sales by
retention of
loyal
customers.
Building an
effective
communication
strategy with
loyal
customers by
leveraging the
social media
platform. Also
my plan is to
focus on
increasing the
footfalls in the
stores of
L’Oreal by
organizing
special events
in the stores
where these
loyal
customers will
be specially
invited.
Increasing
purchase
from loyal
customers
by 5%
within a
quarter
Customer Value
The traffic-to-lead
ratio which will help
to measure the e-
commerce
performance. It will
help to measure rate
of new digital
customers(Hollensen
2015)
A quarter The
Marketing
VP,
marketing
manager and
marketing
Team
6. How the plans are used to manage work effectively
6. a) My role as a positive role model through work planning and organization
I play a positive role model through work planning and organization. For instance, I
collaborated with the human resource team of L’Oreal to organize a training and development
session for the front-line executives of L’Oreal.
How my work plans serve as examples that are followed in my workplace- My work-plan
helps to manage cultural diversity and boosts sales which are examples for others to follow. For

10MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
instance, the training of front-line executives focused on two goals. The first goal was the
development of technical skills of front-line-executives. The second goal focused on training
about cultural diversity where these executives were trained to communicate effectively with
culturally diverse customers.
b) My strategies to maintain appropriate work-life balance maintain health and manage
stress
I will adopt the strategy to introduce the practice of yoga class in L’Oreal Australia to
manage stress and maintain health. My personal strategy to maintain work-life balance is to go
for vacation with family and to spend quality time with family. My strategy to maintain health is
to involve myself in physical activities like sports and follow a healthy diet. I plan to collaborate
with the human resource department of L’Oreal Australia to organize sports events for the
employees to maintain health and overcome stress.

11MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
Assessment Task 2
Develop and Maintain Professional Competence
1. Assessment of personal knowledge and skills against competency standards
 I have knowledge about management of human resource, marketing and finance. I have
knowledge about promotional activities to achieve sales goals. I plan to increase
knowledge about both in-store promotional events as well as knowledge about
conducting promotional activities through social media sites like Facebook and Twitter
Development of knowledge of communication strategy to interact effectively with
customers in social media platform is instrumental for me to meet industry standards.
 I have knowledge about the management of Above-The-Line promotional activities like
advertisements in Television, Newspapers and Fashion magazines I have knowledge
about celebrity endorsement, so relationship management with key celebrity endorsers. I
have knowledge about Customer Relationship Management and repetitive purchase from
loyal customers that boosts sales.
 I have skills to foster creativity and innovative thinking in workplace by adopting
effective work culture which includes diversity management, open communication
model, flexible and supportive work-culture.
 I have innovative skills of digital marketing, automation, Enterprise Resource Planning
software, Supply Chain Management software for meeting industry standards. I plan to
enhance skills of digital marketing strategies to engage customer on social media
platforms.

12MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
 I have soft skills of time-management, good communication, team-working and
networking skills.
Process undertaken to assess my professional competency
I have assessed my professional competency by taking 360 degree feedback from self,
colleagues, employers and customers(Hendry 2012 ).In these feedback sessions I have asked
questions about myself and requested my employers and colleagues who have observed me
closely to review my knowledge and skills .I have assessed my professional competency by
undertaking online personality tests and skill tests. I have also made a note of my
accomplishment and recognition at work to assess my professional competency.
2. Meeting with client-Notes
My client gave me feedback that I provide tailor-made and personalized service to clients
by focusing on their individual needs. My client has told me that I provide them a good
demonstration of products by introducing the features and benefits of the product. My client has
told me that I demonstrate professionalism in my behavior .However; my client suggested that I
need to improve skill of cultural sensitivity because I often sound culturally biased.
Meeting with colleague-My colleague has told me that I have good communication skills.
I demonstrate ability to work effectively within a team. My colleague has also appreciated my
knowledge about management, my technical and analytical skills.
Description of the meeting, questioning and active listening techniques used
I have conducted meetings with my client in his office. I have informed him one week in-
advance about the meeting so that his personal schedule is not disturbed because of the feedback

13MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
session. I have asked open-ended questions to my client and asked him to fill-up a multiple
choice questionnaire feedback form. I have applied active listening techniques like I utilized by
gestures to convey attention to the client and provided undivided attention to him by
acknowledging his message.
I have conducted the meeting with my colleague in the office. I have asked my colleague
questions about my technical as well as soft-skills. However my colleague suggested learning
advanced course of digital marketing and ERP.I asked my colleague to avoid personal biases
while answering these questions. I have adopted active listening skills like. I paid attention to
what my colleague is saying without interfering, I took notes while he spoke, and I adopted an
attentive body language and responded to him actively.
3. Development of professional development plan
a) Development of opportunities
Timeframe Description of opportunity/
training
Skills/Competency to Develop
i)One year I plan to attend a training of
cultural diversity within one
year. The cultural diversity
training is conducted in every
corporate office.
I have got the opportunity to
attend a training of advanced
course Enterprise Resource
Planning Management within
one year.
The skill that I can develop by
attending cultural diversity
training is the skill of cultural
sensitivity and diversity
management.
The skill that I can develop by
attending Enterprise Resource
Management is a
technological skill that will
help me to manage customer
base, employee and product
database using software.CRM
and Supply chain management
are part of ERM

14MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
ii)Five years I plan to attend a training of
advanced course digital
marketing within five years.
The skill I can develop by
pursuing digital marketing
training is the skill to manage
digital clients effectively.
b) New skills I aim to acquire to maintain competitive edge
It is important to acquire new skills to gain competitive edge .I plan to acquire the new
skill of automation, digital technology, advanced courses of software management like ERP and
SCM. I also plan to develop skills of business analytics. It is important for me to develop skills
of effective and ethical communication to maintain competitive edge.
c) Participation in professional network to for improving professional development
Timeframe Description of Networking
activities
Opportunity/ Professional
advantage
One year I plan to participate in
professional networks like
staying active in LinkedIn
I plan to attend alumni
meetings of college to enhance
professional network
I plan to attend seminars and
workshops related to business
and entrepreneurship to
enhance my professional
network
Networking is a very
important skill to survive in
today’s competitive business
world (Bresler and Lubbe
2014) Effective networking
will give the opportunity to
increase my contacts with
industrial professionals who
can provide me with good
work opportunities in future.
I will get professional
advantage of having a huge
networking circle. I can learn
new business skills and gather
external information about
competitors from this
professional network.

15MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
d) Timeframes
The timeframe I have chosen for chosen for developing professional network is one year;
the time-frame I have chosen for attending the cultural training is one year. The timeframe I have
allotted for attending advanced course of ERP management is one year because I have basic
knowledge of this subject. The time I have allotted for attending the advanced Digital Marketing
course is five years.
Journal
a) Application of feedback for professional development plan
The professional development plan was developed by applying the feedback session with
client and colleague. My client provided me the feedback that I often sound culturally biased.
Thus I planned to include cultural diversity training for professional development plan. I also
planned to undertake the advanced course of ERP and digital marketing incorporating the
feedback of my colleague.
b) Process undertaken for the identification, evaluation and selection of development
opportunities of professional development plan.
I undertook online personality tests and skill tests to identify the areas where I should
improve to develop myself professionally. I also evaluated my skills by categorizing them into
soft skills and technical skills. I have adopted procedures like 360 degree feedback and held
feedback session with colleague and client, and have utilized my professional network to develop
opportunities of professional development plan.

16MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
c) How acquiring new skills will give me competitive edge
Acquiring new skills can give me competitive edge because the competitive business era
is embracing new technological advancement as well as change in work culture. Learning new
skills can enhance my professional profile.
d) Examples of networking skills to enhance skills, work-relationships and knowledge
I want to build good work-relationship with alumni members, employers to enhance
skills. Examples of networking skills include building professional network in LinkedIn
e) Alignment of plans to organizational policies, procedures, organizational goals and my
work role
I plan to align my professional development plan to organizational policies, procedures
and my work role. For instance, if my work demands me to learn a new technical skill, I will
include the same in my professional development plan. I will also learn soft-skills demanded by
my work role.

17MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
Reference Lists
Armstrong, G., Kotler, P., Harker, M. and Brennan, R., 2015. Marketing: an introduction.
Pearson Education.
Armstrong, M. and Taylor, S., 2014. Armstrong's handbook of human resource management
practice. Kogan Page Publishers.
Bresler, M. and Lubbe, I., 2014. Marketing management.
Hendry, C., 2012. Human resource management. Routledge.
Hollensen, S., 2015. Marketing management: A relationship approach. Pearson Education.
loreal.com.au. 2017. l'OREAL. [online] Available at: http://www.loreal.com.au/ [Accessed 28
Nov. 2017].

18MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
Appendix
Work Plan 1
Work
Activity
Description Goals KPIs Timeframe Person
Responsible
Introduction
of cultural
diversity
training for
the front-line
executives of
L’Oreal
Front-Line
executives
will be
trained to
handle
culturally
diverse
customers by
introducing
them to
different
cultural
models, role
play activities
To increase
Customer
sales revenue
by 20% from
culturally
diverse
customers in
6 months
The sales
revenue can
be measured
by calculating
the difference
between total
sales of a year
and total
revenue
gained from
customers.
6 months The Human
Resource
Manager

19MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
Work Plan 2
Work
Activity
Description Goals KPIs Timeframe Person
Responsible
Boosting
sales by
retention of
loyal
customers.
Building an
effective
communication
strategy with
loyal
customers by
leveraging the
social media
platform. Also
my plan is to
focus on
increasing the
footfalls in the
stores of
L’Oreal by
organizing
special events
in the stores
where these
loyal
customers will
be specially
invited.
Increasing
purchase
from loyal
customers
by 5%
within a
quarter
Customer Value
The traffic-to-lead
ratio which will help
to measure the e-
commerce
performance. It will
help to measure rate
of new digital
customers(Hollensen
2015)
A quarter The
Marketing
VP,
marketing
manager and
marketing
Team
3. Development of professional development plan
a) Development of opportunities
Timeframe Description of opportunity/
training
Skills/Competency to Develop
i)One year I plan to attend a training of
cultural diversity within one
year. The cultural diversity
training is conducted in every
corporate office.
I have got the opportunity to
attend a training of advanced
course Enterprise Resource
Planning Management within
The skill that I can develop by
attending cultural diversity
training is the skill of cultural
sensitivity and diversity
management.
The skill that I can develop by
attending Enterprise Resource
Management is a
technological skill that will
help me to manage customer

20MANAGE PERSONAL WORK AND PROFESSIONAL DEVELOPMENT
ii)Five years
one year.
I plan to attend a training of
advanced course digital
marketing within five years.
base, employee and product
database using software.CRM
and Supply chain management
are part of ERM
The skill I can develop by
pursuing digital marketing
training is the skill to manage
digital clients effectively.
c) Participation in professional network to for improving professional development
Timeframe Description of Networking
activities
Opportunity/ Professional
advantage
One year I plan to participate in
professional networks like
staying active in LinkedIn
I plan to attend alumni
meetings of college to enhance
professional network
I plan to attend seminars and
workshops related to business
and entrepreneurship to
enhance my professional
network
Networking is a very
important skill to survive in
today’s competitive business
world (Bresler and Lubbe
2014) Effective networking
will give the opportunity to
increase my contacts with
industrial professionals who
can provide me with good
work opportunities in future.
I will get professional
advantage of having a huge
networking circle. I can learn
new business skills and gather
external information about
competitors from this
professional network.