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The third stage of a capability building project is to define the 'process goals'.

Process goals relate to the fundamental capability that is required to achieve the performance goals set.

Process goals fall into three sections:

• Technical
• Psychological
• Theoretical

Technical goals focus on the skills required to succeed e.g. consultative selling skills, presentation skills, negotiation skills, the ability to develop pragmatic plans, time management skills etc.

Psychological goals focus on the mind-set requirements e.g. resilience (the ability to deal with the ups and downs), enthusiasm, determination and commitment, the ability to think correctly whilst under pressure, managing stress etc.

Theoretical goals focus on the knowledge required to succeed e.g. knowledge of your market, product or service knowledge, knowledge of internal systems & processes, competitor knowledge, customer awareness etc.

By maintaining a focus across the OPP spectrum and understanding their outcome, performance and process goals - organisations and individuals can control and affect their progress towards their chosen goals.