Meningkatkan kinerja perusahaan dalam menghasilkan produk atau jasa membutuhkan pegawai yang memiliki kompetensi yang tinggi. Kompetensi dapat dihasilkan melalui pendidikan, pelatihan, coaching maupun melalui pengalaman. Coaching dianggap merupakan metode yang efektif karena dilakukan langsung di lapangan kepada orang yang bertanggung jawab atas suatu pekerjaan. PT Coca-Cola Distribution Indonesia (CCDI) Bandung Metro merupakan salah satu distributor produk Coca-Cola. Sebelum kegiatan pendistribusian, perusahaan ini melakukan proses pemasaran dan pengolahan pesanan yang dilakukan oleh Sales Representative. Mereka dituntut untuk memiliki kompetensi demi mendukung pekerjaannya. Namun, dilihat dari data performance review akhir tahun 2013 masih banyak Sales Representative yang tidak mencapai target perusahaan, hal ini diindikasikan karena Sales Representative tidak memiliki kompetensi yang cukup dalam melakukan pekerjaannya. Oleh sebab itu, pada pertengahan tahun 2013, perusahaan menjalankan program coaching dengan tujuan untuk meningkatkan kompetensi kerja Sales Representative. Berdasarkan permasalahan tersebut, penelitian ini dilakukan untuk mengetahui gambaran program coaching dan kompetensi kerja serta pengaruh program coaching terhadap pencapaian kompetensi kerja Sales Representative di PT Coca-Cola Distribution Indonesia. Jenis penelitian yang digunakan adalah penelitian deskriptif dengan metode survey. Jumlah populasi dalam penelitian ini sebanyak 102 Sales Representative, dengan teknik sampling jenuh. Analisis yang digunakan meliputi uji validitas, uji reliabilitas, uji asumsi klasik, analisis korelasi, analisis regresi linier sederhana, dan uji t. Berdasarkan hasil analisis, Sales Representative merasa bahwa program coaching sudah berjalan dengan baik, selain itu kompetensi kerja yang dimiliki juga sudah baik. Program coaching memiliki hubungan yang kuat terhadap kompetensi kerja dengan pengaruh sebesar 42,7% dan menghasilkan persamaan regresi Y=40,472+0,518X. Dengan demikian program coaching berpengaruh positif dan signifikan terhadap kompetensi kerja. Kata Kunci: Program, coaching, kompetensi kerja.

Improving the performance of the company in providing products or services require employees with high competence. Competence can be generated through education, training, coaching and through experience. Coaching is considered an effective method because it is done in the field directly to the person in charge of a job. PT Coca-Cola Distribution Indonesia (CCDI) Metro Bandung is one of the distributors of Coca-Cola products. Prior to the distribution activities, the company is doing the marketing and processing of an order made by a Sales Representative. They are required to have the competence to support its work. However, judging from the data end review of 2013 performance is still a lot of Sales Representative who do not reach the target company, it is indicated as a sales representative does not have sufficient competence to perform the work. Therefore, in mid 2013, the company running the coaching program with the aim to improve the Sales Representative work competency. Based on these problems, this research was conducted to know the description of job competency and coaching program as well as the influence of coaching programs on the work competency achievement of Sales Representative in PT Coca-Cola Distribution Indonesia. This type of research is a descriptive study with a survey method. Total population in this research were 102 Sales Representatives, with a saturation sampling technique. The analysis used include test validity, reliability test, the classical assumption test, correlation analysis, simple linear regression analysis, t test and f test. Based on the analysis, Sales Representative felt that the implementation of the coaching program has been going well, but it also possessed the work competency has been good. Coaching program has a strong relationship with the effect on work competency was 42.7% and resulted in the regression equation Y = 40.472 +0.518 X. Based on linear regression, coaching program has a positive and significant influence to work competency. Keywords: Program, coaching, work competency.

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