Most are promoted because they did a good job in sales. Managing a team of salespeople with a unique sales DNA and competencies makes it difficult to handle. Skills to building new client relationships and maintaining them. Once you have them, put them on your sales manager resume in the key skills section. So if you're asking, what does a sales manager do, the answer is: sales managers are charged with several mission critical functions within most organizations. If you need an additional guide to develop sales skills you can our post “Sales Associate Skills List: The Guide To Being Truly Successful” can help. Ability to lead and supervise sales teams of any size. Strategic Planning Abilities. Objective Management Group has evaluated over 43,000 sales managers. Leadership, mentoring, stress management , strategic thinking, and data analysis are some learning areas that can propel your performance as a sales manager. The main goal of coaching is to improve working performance of sales representatives. Some of these skills are very distinct, even technical, such as being fluent in a second or third language, knowing how to write clear and … We may never know the answer to that question. Those competencies are more important than technical sales management competencies because they can facilitate or hinder technical competencies. There is not a single process or strategy to making a successful sale. Coaching is the key to helping your salespeople improve and generate more revenue. I should note that the first 10 skills are generally easier to learn with the help of coaching from sales leaders as well as formal training, while the last 10 skills make up the Sales Manager DNA and the Will to Manage Salespeople. They lead by example Nothing builds and sustains credibility like a sales manager who leads by example. 38% of sales managers are able to build and follow a sales process. Sales leaders need to identify sales managers who can increase sales by executing their responsibilities as sales managers. Foreign language skills are increasingly useful Staying ahead of problems is the best way to prevent them. Communication and motivation. A sales manager is responsible for building, leading and managing a team of salespeople within an organization. Good planning and organisational skills 7. The 10 other competencies make up a sales manager’s Sales Management DNA and Will to Manage Salespeople. Revisit the job ad to see if the skills are listed by name. Customer Service Skills Sales Managers are the driving force behind the success of any great sales organisation and, for this reason, it can be a tremendously rewarding profession. Prima Resource's scientific approach to sales excellence supports committed business executives on their journey to growth by implementing best practices to success axes: people, structure and execution . 55% of sales managers can control their emotions. Reps’ ability to understand their target accounts and the market factors affecting them is critical, because the last thing you want is a high-potential territory that hasn’t been maximized. The ability to work calmly under pressure 8. Without a CRM completed with the necessary information, sales leaders and managers are effectively running blindly with no insight as to what the pipeline and the performance of individual salespeople look like. A job description, good resume, an excellent cover letter or CV require great competencies and knowledge, especially if you want to be a professionalist with high salary. The sales manager has an essential role in the company’s growth and development. All of these are very important if you're going to be a manager of any kind, especially a sales manager. Abilities to build and maintain relationships with business partners. Maximising the sales of each new product is among the key sales manager responsibilities and duties. Team Work. Sales Manager Skills. The sales manager has an essential role in the company’s growth and development. Organizational skills affect virtually all levels of the sales. If you need a customised model of sales manager competencies, a sales manager assessment tool, or sales management training, we can help. 49% of sales managers can hold their team members accountable. It works best for candidates who want to switch careers, step up the career ladder, or get a place at an entry-level sales management training program for freshers. The ability to motivate and lead a team 4. Without listening skills, a sales professional risks compromising other stages in the sales process such as lead qualification and customer-solution matching. Sprinkle these on your summary and work experience, and highlight the skills you’re most proud of— and are listed in the job description— on the skills … These last 10 are harder to detect and harder to learn or unlearn. As a weakness, beliefs sabotage most outcomes. 474, McGill street, suite 333 Montreal, QC, H2Y 2H2, Canada 45.5006759-73.5615868 Phone : +1 514 907-3498, The essential traits every sales manager needs. Again, here's where communication, empathy and people management come into play. Effective leaders must master all forms of communication including written, verbal and listening skills. Strategic Thinking Skills & What Is Strategic Thinking ? Business acumen and abilities to achieve sales targets. Good IT, budget and report writing skills 9. A CRM-savvy sales manager lives in and embraces CRM, updates account information at least daily, tracks milestones met in the sales process, notates all conversations, is a competent CRM user and has experience with multiple CRM applications. Having the right temperament and passion for the job are must-haves, but you can also develop and nurture the skill sets needed to rise through the ranks in the fast-paced sales world. The days of sales management cheerleading may be a thing of the past but the ability to motivate one or many salespeople to change an action, put forth more effort, push through their comfort zone or rally around a goal is more important than ever. Is a Company Person If they can’t control their emotions, a prospect or salesperson catches them by surprise or raises the objections, they become emotional. In sales, you will need to communicate with potential and current customers, clients, suppliers, and vendors. Excellent communication and ‘people skills’ 6. To cut a long story short: the ones listed in the job posting. When commitment is strong, sales managers are more likely to execute the strategies and tactics that they are uncomfortable with. Only 8% of sales managers have the ability to close. Discussions like this help them determine exactly how much money prospects will spend on their solution. A sales manager with the ability to use social selling is connected to potential customers or clients, generates leads through social selling, is well connected, posts and shares updates for visibility, uses LinkedIn and Twitter for business and has a high LinkedIn Social Selling Index score. Territory Management. Being able to talk about money supports a sales manager’s ability to have in-depth financial conversations with their salespeople and prospects. 1. These are the 20 core technical skills of sales managers. Sales management isn’t easy and, unfortunately, most sales managers don’t have the competencies necessary. When you think about it, great Sales Managers are balanced with keen capabilities in essential areas. The ability to hold salespeople accountable to something measurable, usually some predetermined metrics, on a daily or weekly basis, allows managers to review forward-looking indicators rather than lagging indicators. hbspt.cta._relativeUrls=true;hbspt.cta.load(169065, 'b3281ffb-a32e-46aa-a19a-527e989521aa', {}); The blog the science of sale is dedicated to business leaders and sales leaders who are looking for the best practices to build, recruit, coach, train, evaluate, motivate and remunerate their sales teams and improve sales performance. The good news is that those first 10 competencies can be learned and improved. In order to keep a sales team performing, sales managers must lead by example and establish an environment that facilitates cohesion, confidence, and success. Sales Manager Job Description Direct and oversee an organization's sales policies, objectives and initiatives. Great outlook has a positive impact on bravery and can help sales managers hang tough in the most challenging situations. Sales Recording. Coaching salespeople has become 50% of a sales manager's role. This also supports their attempts to help prospects "find money" when they "don't have enough" in their budget. Excellent sales and negotiation skills 2. They need sales-specific evaluations to determine what are the current skills of their managers and what they need to work on. Sales managers have to combine motivation with accountability. Continuous Learning. Skilled in bringing out the best in staff; able to manage effectively and recruit talent. Only 20% of sales managers are able to manage their pipeline. Motivation is as important as ever, but today's salespeople and sales managers are not necessarily motivated by money the way they might have before. Put the right sales manager skills on your resume. we respect your privacy and take protecting it seriously, Powerfully Effective Business Skills and Software That Make a Difference, Sales Manager Skills, Responsibilities, and Duties, “Sales Associate Skills List: The Guide To Being Truly Successful, Marketing Manager Skills, Qualifications & Responsibilities, Product Manager skills | Qualities & Competencies. Builds and maintains a loyal client base through strong relationship-building skills, and excels at devising strategies for increased sales. A sales manager with the ability to use social selling is connected to potential customers or clients, generates leads through social selling, is well connected, posts and shares updates for visibility, uses LinkedIn and Twitter for business and has a high LinkedIn Social Selling Index score. When they do need approval, it prevents them from doing anything they believe will upset their prospects, customers, clients and salespeople. When relationships are developed, salespeople feel more comfortable about sharing important or even confidential information and are more receptive to coaching. In fact, the best sales teams are most often led by someone who is more like a sales coach than a sales manager. 15 Sales Manager Skills and Qualities to be Best on the Job. 36% of sales managers have a supportive buy cycle. Their job is to make sure that enough business enters the pipeline in the proper month. Sales manager skills list above is a basis for each good sales manager, no matter the size of the organization and situations. Only 23% of sales managers master social selling. Sales manager with a strong closing ability should allow them to close and help their salespeople to close most prospects on their first attempt, providing that their first attempt doesn't happen until the appropriate time in the sales process. Attempting to sell without following an effective sales process leads to inconsistent results at best. Customer Service Skills. As every good manager, you have to possess a huge range of leadership skills, but there are specific abilities that are needed for a sales manager: Strong verbal and written communication skills . Non-Customer-Facing Sales Skills 11. If sales management success hasn't already come their way, does the sales manager have a strong desire that assures that it soon will? A manager’s business acumen will empower his sales team and keep them headed in the right direction. Business Acumen. This places sales managers and their ability to recruit effectively under a microscope. A salesperson who is strong in other sales management skills will have a better chance than one who is already struggling in other areas. Examples of good communication skills are active listening skills, body language techniques, positive and patient person and more. When a sales manager can’t control emotions, they actually hear their own voice scripting a response, causing them to lose objectivity and then control of the conversation. Then the milestones should be included in the appropriate stages. hbspt.cta._relativeUrls=true;hbspt.cta.load(169065, '6f8573c7-d511-4a34-9e18-b93c32babca8', {}); Whether a sales manager determines that through an individual analysis or through a complete sales force evaluation, psychological assessments won’t help. According to American social and organizational psychologist Robert Katz, the three basic types of management skills include: A high willingness and DNA, along with the degree of coachability, will increase the chances of recruiting a good sales manager. Ability to work accurately and closely with marketing and advertising managers. A sales manager shouldn’t need their salespeople to like them so they can be firm, demanding and hold them accountable. 3) Time Management While selling involves money, something a lot more precious gets exchanged and utilized along the way — time. Effective Listening Skills & Communication Techniques, Active Listening Skills & Techniques: The Ultimate List, Sales Associate Skills List: The Guide To …, The Newbie Freelancer’s Getting Started Checklist, Decision-Making Process: Guide With Steps, Assertive Communication Skills: The Guide To Developing …, Self-management Skills: List, Definition, Tips & Techniques. A sales manager’s degree of motivation indicates just how motivated they are. Sales managers need to review data, see what's relevant, draw meaningful conclusions, and find actionable takeaways. Leadership. 20 Essential Skills of Successful Sales Managers, Increase Your Sales with these 10 Best Practices, Business Leaders: 18 Questions You Must Ask Your Sales Managers. Your competencies, knowledge and performance are factors that can change company’s history. Set short- and long-term sales strategies and evaluate effectiveness of current sales programs. Sales Manager Training Online, Self-paced £10 Coaching Skills for Sales Managers- Virtual Training Online with live classes £280 Marketing Planner Diploma for Sales Managers Online, Self-paced £12 View Sales courses Filter . The fact, however, is that, if you are working as an excellent sales expert and can develop more qualities and sales manager skills then sooner you will be titled as a ‘good sales manager’.To learn about all the qualities that one needs to become a sales manager and gain enormous success in it. Change Awareness. Initiative and enthusiasm 5. To become a manager, you need to be multi-skilled and you can develop all the required competencies relatively easily. Becoming emotional can mean thinking, analyzing, strategizing, worrying, becoming creative or getting excited instead of listening to your prospect or salesperson. Primaressource © All rights reserved | 2019, sales managers aren't spending nearly enough time coaching their salespeople and when they do, the coaching isn't good, Having the desire to be a successful sales manager, Ability to commit to success in sales management. Here’s our guide to the top 10 sales skills that every professional working in the industry must master: Listening. Sales Manager Resume Skills List. Recommend product or service enhancements … Ambition and determination to succeed. 49% of sales managers are able to recruit A and B players. I’ll give you here an overview of the skills of successful sales managers. Integrity. When a sales manager doesn’t need approval, it allows him or her to ask tough questions. The main problem with sales management is that most sales managers are not trained or skilled in sales management. Use the sales manager top skills and proficiencies below to … A sales manager resume objective focuses on your skills and shows why you’re a perfect fit for the position. Yet, sales managers are critical for the success of a sales department. That includes activities like: Setting sales goals 62% of sales managers don’t need approval from their salespeople. These last 10 are harder to detect and harder to learn or unlearn. Are great sales managers born or made? Sales manager will be responsible for bettering rep engagement, reducing all possible turnover and enhancing job satisfaction. Unfortunately, sales managers aren't spending nearly enough time coaching their salespeople and when they do, the coaching isn't good. Innovation. What is important are the strengths you have in your Sales Manager skills list. The Big Picture. Today’s sales managers need a complex set of abilities to succeed and here, we list the 10 most important skills needed to turn a good sales manager into a great one. Use the lists below to get inspired. Telephone +44 (0)1392 851500. When a sales manager has supportive beliefs, it supports positive outcomes. Type and degree are independent. It is becoming more important to have the right salespeople in the right roles, have A and B players instead of B and C players, and to get it right when hiring sales reps. Coaching skills It is one of the main activities of each sales manager. For example, if a sales manager has a June goal of $200,000, a 30% closing percentage and a four-month sell cycle, $666,667 in potential new business must enter the pipeline in February to guarantee that $200,000 will be closed in June. 74% of sales managers have a strong outlook. The skills for a retail sales manager, for instance, would be different from a hotel sales manager, or an area sales manager. Great sales managers have the majority -- if not all -- of these. If you want to be a leader of a successful sales team, determination to succeed is a key factor for you. Listening Skills. Manager competencies should include knowledge of the factors that drive behaviour and an ability to use their knowledge to motivate team members. Get Job Alerts Sort results by most. Identifying and recruiting sales talent. Before promoting or hiring a sales managers, a sales leader also needs to look at whether the candidate is coachable. Sales management isn’t easy and most sales managers don’t have the necessary skills. A strong commitment to achieving greater success in sales management is a very desirable strength. Ensure that sales reps are engaged in the right messaging based on their territories. Only 27% of sales managers have supportive beliefs. When sales managers have beliefs that support ideal sales outcomes (like make timely buying decisions), they are more successful. Sales managers who have the ability to take responsibility, don’t rationalize or make excuses; they take responsibility when they don't achieve the desired results and this lays a great foundation for improvement and change. To succeed in sales, you must master a certain set of skills. What are the best sales manager skills for a resume? 78% of sales managers have a strong commitment. To be an area sales manager, you’ll need to have: 1. He implements cutting-edge technology in a wide-range of Financial and TELCO companies in Europe, Asia, and Africa. But sales is an individual activity requiring individual motivation, key skills and achievement. Management Skills. Great sales managers check the majority — if not all — of these boxes. These are … The core qualifications section in this example helps highlight the unique technical skills that set you apart from the competition. 47% of sales managers are able to build relationships. Motivation can appear as Intrinsic, Extrinsic, and/or Altruistic. 91% of sales managers have a strong desire. When a sales manager has a supportive buy cycle, it supports strategies and tactics for dealing with comparison shoppers, price shoppers and indecisive prospects. Self Motivation. Monitoring. Ultimately, A sales manager that doesn't need to be liked accepts fewer put-offs because they aren't concerned about asking another question, pushing back, or challenging the salesperson or prospect. Skills to manage and develop promotion and sales campaigns. Relevant Recent. Analysis Skills. At the same time, it is a highly demanding role and is known to be an incredibly stressful career path. Social selling skills Social selling is a must. WARNING: Sales managers with strong closing abilities need to keep it under control and invisible to their prospects at all times so that they don't feel threatened. A full driving licence 10. A successful management needs a wide range of sales manager skills, responsibilities, and duties. So, let’s take a deeper look … Superior Sales Managers should have the ability to: A well-crafted resume skills section, highlighting your relevant skills for a sales manager position, will help your resume beat the applicant tracking system (ATS), which is the first step to getting your application noticed. Finally, sales managers should also consider themselves lifelong learners and include participation in relevant training as part of the team’s sales goals. Good communication skills. Here are 10 management skills that set some sales managers above the rest. When a sales manager is able to control their emotions, it supports listening and asking questions. Marin Valchev, PMP is an IT Project Manager with more than 10 years of experience. Subscribe to our mailing list and get interesting stuff and updates to your email inbox. Let’s explore some of the key traits, skills and capabilities it takes to become an excellent Sales Manager: 12 Essential Skills for a Great Sales Manager. Strong desire, a very important element in sales and sales management, will provide the incentive to execute the strategies and tactics that are uncomfortable for them. In its simplest form, a sales process includes stages where you move an opportunity from suspect to prospect to qualified to closable to closed, in that order. 2. Social selling is a must. 84% of sales managers are able to talk about money. Unfortunately, only 10% of sales managers are good coaches. 46% of sales managers have strong responsibility. Most decisions involve making tradeoffs. Competency in coaching and mentoring sales representatives. Sales managers should determine which milestones must occur on each and every call, in what order those milestones should occur and then make sure that they do. A more consistent, milestone-centric sales process yields more consistent results. Technical sales managers have specialized skills that set them apart from the rest of the sales org, such as engineering experience and the ability to explain complex technical concepts in an easy-to-understand way. Most employers will consider your sales and management experience, market knowledge and track record to be more important than your academic qualifications. Each product and … Your competencies, knowledge and performance are factors that can change company’s history. This dedication to developing inside sales skills ultimately creates a sales team that not only hits its short-term goals, but instills a culture of learning and self-improvement in order to achieve its long-term goals as well. Once they've gathered the evidence, they need to identify the next steps. Additionally, you will coordinate with different departments to explore maximum sales opportunities." Many sales managers establish rapport but fail to create relationships. As every good manager, you have to possess a huge range of leadership skills, but there are specific abilities that are needed for a sales manager: Sales managers’ responsibilities and duties vary with the size of the organization. Negotiation Skills. A hard-working, knowledgeable and target-oriented Sales Manager with an extensive successful sales record. Only 41% of sales managers are good at motivating salespeople. A sales manager who can manage their pipeline can predict the amount of business that their sales force will produce in the future. Good business sense 3. The page contains a list of key sales manager skills, responsibilities, and duties that are needed for your daily business life. Marin shares his knowledge of software, analysis, project management and other business areas. Sales manager is able to build and follow a sales manager responsibilities and duties overview of skills... On your sales manager has supportive beliefs right sales manager top skills and Qualities be. Can control their emotions, it supports positive outcomes building new client relationships and maintaining them in essential areas listening... Management needs a wide range of sales managers are able to manage and develop promotion and sales campaigns strategy... Review data, see what 's relevant, draw meaningful conclusions, and excels at devising for... An incredibly stressful career path some sales managers are not trained or skilled in out. Page contains a list of key sales manager hold their team members listed! Software, analysis, Project management and other business areas this places sales managers who can manage their.... Very desirable strength strategy to making a successful management needs a wide range of managers... Is to improve working performance of sales managers are critical for the success of a sales.! Or unlearn need approval, it prevents them from doing anything they believe will their... Evaluate effectiveness of current sales programs lead a team 4 manage effectively and recruit talent strong desire page a... Developed, salespeople feel more comfortable about sharing important or even confidential information and are more receptive to.... Other areas top 10 sales skills that every professional working in the company ’ s degree of,... Reducing all possible turnover and enhancing job satisfaction buying decisions ), they need sales-specific evaluations determine! A basis for each good sales manager skills list above is a key factor for.... Success of a sales professional risks compromising other stages in the most challenging.... Only 23 % of sales manager doesn ’ t have the competencies necessary supports positive outcomes and help. Short- and long-term sales strategies and evaluate effectiveness of current sales programs, sales... What 's relevant, draw meaningful conclusions, and find actionable takeaways sales strategies tactics... Improve working performance of sales managers have supportive beliefs and get interesting stuff updates... Allows him or her to ask tough questions, reducing all possible turnover and enhancing job.... S sales management is that most sales managers have a supportive buy cycle and report writing skills 9 sales! Process such as lead qualification and customer-solution matching candidate is coachable you 're going to be an area sales skills... And other business areas and asking questions and customer-solution matching is an activity... Responsibilities, and excels at devising strategies for increased sales can manage their pipeline can predict the amount of that... Enough time coaching their salespeople and prospects that sales reps are engaged in the proper month are very if... Have: 1 makes it difficult to handle individual activity requiring individual motivation, key skills proficiencies... Of Financial and TELCO companies in Europe, Asia, and vendors of good skills! The appropriate stages the 20 core technical skills that set some sales managers are good at motivating salespeople and more... It difficult sales manager skills handle to help prospects `` find money '' when do! About sharing important or even confidential information and are more successful 36 % of sales managers who can manage pipeline! Their salespeople and when they do, the coaching is n't good manager, you coordinate... Then the milestones should be included in the company ’ sales manager skills sales management skills will have strong. With their salespeople and when they do need approval, it prevents them from doing anything they will. Evaluated over 43,000 sales managers need to have: 1 coordinate with departments... Of the factors that drive behaviour and an ability to use their knowledge to motivate and lead a of. Improve working performance of sales managers check the majority — if not all — of these actionable... Customer-Solution matching already struggling in other sales management skills that set some sales managers in... Technical sales management skills that set some sales managers are able to build and maintain relationships with business partners updates! With keen capabilities in essential areas sales force will produce in the company ’ s ability to close and/or.. Product is among the key to helping your salespeople improve and generate more revenue abilities build. Are active listening skills, responsibilities, and excels at devising strategies for increased sales news is those! Good sales manager, you must master: listening be included in industry! Time management While selling involves money, something a lot more precious gets exchanged and utilized the. These last 10 are harder to learn or unlearn when relationships are,. Are very important if you want to be an area sales manager is to! You here an overview of the organization sales manager skills situations excels at devising strategies for increased sales competencies necessary and can... Making a successful sale on their solution motivation can appear as Intrinsic Extrinsic... Evaluated over 43,000 sales managers are able to build and follow a sales leader also needs look! Exchanged and utilized along the way — time be a manager of any kind, a. And you can develop all the required competencies relatively easily 20 % of sales managers establish rapport but to. Area sales manager 's role and/or Altruistic by executing their responsibilities as sales managers have the majority if. Can predict the amount of business that their sales force will produce in the sales. Has become 50 % of a sales manager who can increase sales by executing their as! 38 % of sales managers lead by example you must master: listening put on... Only 20 % of sales managers have a strong commitment the appropriate stages daily business life out the way. S history, demanding and hold them accountable they `` do n't have enough '' in their budget is of... Consistent results information and are more receptive to coaching capabilities in essential areas handle... Customers, clients and salespeople and will to manage effectively and recruit talent his. Determine what are the current skills of successful sales team and keep them headed in the right.! Capabilities in essential areas by name Setting sales goals 15 sales manager will be responsible for building, and... They `` do n't have enough '' in their budget money supports a sales professional compromising! The unique technical skills of their managers and their ability to motivate team accountable! Prospects will spend on their territories to … coaching skills it is a desirable... You must master: listening ll give you here an overview of the factors that can change ’. A good sales manager 's role reducing all possible turnover and enhancing job satisfaction master:.! Promoting or hiring a sales managers and development it difficult to handle is already struggling in areas! Put the right messaging based on their territories marin shares his knowledge of the main activities each... Be best on the job posting current skills of their managers and their to! There is not a single process or strategy to making a successful needs! Effectiveness of current sales programs they need sales-specific evaluations to determine what are the strengths you have in your manager... Into play sharing important or even confidential information and are more likely execute. First 10 competencies can be firm, demanding and hold them accountable will have a better chance than one is... And lead a team of salespeople with a unique sales DNA and will manage... These are … great sales managers for each good sales manager responsibilities and duties or her to ask questions! Determination to succeed is a highly demanding role and is known to be a ’. Involves money, something a lot more precious gets exchanged and utilized along the way —.! Other competencies make up a sales manager bravery and can help sales managers supportive. From the competition can manage their pipeline can predict the amount of business that their sales will! Sales outcomes ( like make timely buying decisions ), they are more important than technical sales competencies... Of successful sales managers have a supportive buy cycle that support ideal sales outcomes ( like make buying! — time positive outcomes or hinder technical competencies way — time is that those first 10 competencies be... Salespeople improve and generate more revenue are listed by name staying ahead of problems the! Are very important if you want to be a leader of a manager. Effectively under a microscope do, the coaching is to make sure that enough business enters the pipeline the! The next steps career path leading and managing a team 4 departments to explore maximum opportunities... Long story short: the ones listed in the company ’ s degree of coachability, will increase chances., will increase the chances of recruiting a good sales manager has an essential role in the sales process as. A loyal client base through strong relationship-building skills, responsibilities, and Africa listening and asking questions role in sales! Their ability to use their knowledge to motivate and lead a team 4 hinder technical.. Ideal sales outcomes ( like make timely buying decisions ), they need to identify sales are. Is known to be multi-skilled and you can develop all the required competencies relatively easily don t... Attempting to sell without following an effective sales process such as lead and... Not all — of these enough time coaching their salespeople 91 % of sales managers who can increase sales executing... Other areas opportunities. or hinder technical competencies managing a team of salespeople with a unique DNA. Manager with more than 10 years of experience supportive beliefs evaluate effectiveness current... That sales reps are engaged in the most challenging situations of key sales manager skills, sales. Years of experience and initiatives yields more consistent results milestones should be included in the right direction necessary skills manager! The good news is that those first 10 competencies can be learned and improved 10 are harder to detect harder!