Competency Frameworks for 360 degree feedback

The management competencies here are a complete listing of the ones that we use in our Middle Manager, Team Leader, Salesmanship and Senior Professionals products. You can see the questionnaires used in our other products by visiting our Instant360 products page.

360 Competencies

Competency Framework

You must complete all mandatory competencies and can select between 5 and 15 optional ones.

Mandatory Competencies

Optional Competencies - you can choose between 5 and 15 of these

Adaptability/Change Management

The ability to respond & adapt to changing circumstances and to manage, solve problems and provide solutions in a climate of ambiguity

• Adopts ideas used successfully elsewhere
• Challenges conventional views to benefit the business
• Enthusiastically accepts beneficial change
• Generates innovative ideas and solutions
• Identifies when changes are needed
• Suggests ideas for possible improvements
• Translates ideas into practical solutions

Analytical thinking

The ability to analyse, investigate & interpret data, issues & situations

• Able to methodically analyse large amounts of information and draw out the right conclusions
• Backs up conclusions with logical analysis
• Clarifies key issues before reaching a decision
• Formulates clear and specific proposals for action
• Is able to bring together information from a number of different sources when forming a decision
• Judges issues objectively, avoiding personal bias
• Weighs up the pros and cons of alternative solutions

Applied Professional and Technical skills

This competency reflects the ability and expertise to apply technical, professional and operational knowledge and skills

• Applies professional knowledge and experience on a day to day basis
• Has sufficient depth and breadth of skill to deal with out of the ordinary situations
• Has working knowledge of relevant professional practices
• Is able to use their specialist knowledge and expertise for the common good
• Maintains and develops professional and specialist knowledge
• Provides technical and professional support to less experienced people

Commercial and financial awareness

The ability to apply understanding of the company & industry to improve effectiveness & profitability

• Bases decisions primarily upon the benefits to the business
• Concentrates on delivering results which bring the clearest commercial benefit
• Demonstrates an understanding of how the different parts of the organisation work together
• Ensures own work is in line with the direction of the organisation
• Identifies opportunities to gain commercial advantage by exploiting competitors' weaknesses
• Is able to use sound financial logic to propose a convincing case to influence the business direction
• Keeps up to date with commercial developments within the industry

Communication

The ability to give and gather information and to actively manage the communication process

• Asks questions to find out others real views and check understanding
• Conveys complex information in plain language
• Has a manner, style and presence that makes a positive impression
• Listens to and considers others views
• States own views clearly and concisely
• Tackles disagreement constructively
• Uses electronic communication channels appropriately and in a way that generates a positive reaction in the recipients

Conceptual Thinking

This competency reflects the speed of understanding, mental dynamism and the ability to grasp and create concepts and models

• Able to take a complex concept and turn it into a practical interpretation
• Can see meaningful links between different pieces of information where appropriate
• Explains abstract ideas by using models that others can understand
• Focuses on the bigger picture without getting immersed in the detail
• Is able to interpret data to recognise underlying trends
• Is able to juggle multiple ideas and bring them together appropriately
• Is able to make sense of complex information by using appropriate methods and tools such as graphical representation or statistical analysis.
• Is able to quickly grasp and understand a wide range of subjects
• Quickly grasps essential details when dealing with unfamiliar information or situations
• Rises above the current situation to see the wider issues

Customer focus

The pursuit of the highest level of customer service

• Anticipates future customer needs and trends
• Focuses on identifying opportunities to benefit customers
• Offers advice and guidance in responding to customer enquiries
• Shows respect and friendliness to customers
• Strives to resolve customer concerns
• Talks and listens to customers to clarify their real needs and expectations

Decision Making

The ability to evaluate or judge the best course of action and to make decisions at the appropriate speed

• Applies common sense when making decisions
• Can make considered decisions quickly when necessary
• Is prepared to be influenced by sound arguments and new information or evidence
• Is prepared to take tough decisions and is prepared to see them through
• Seeks expert advice or objective opinions before making decisions
• Thinks on feet to develop solutions

Delivering results

The ability to focus oneself and others on achieving specific outcomes

• Challenges those who fail to achieve the required standards
• Effectively implements company initiatives
• Encourages others to aim high and exceed normal expectations
• Focuses effort on priority tasks and activities to achieve maximum results
• Is able to progress several issues simultaneously
• Manages projects successfully from inception to delivery
• Sets realistic deadlines, tasks and standards for others

Developing others

The ability to improve performance through training and development of individuals and teams.

• Accurately identifies what people are good at and where they have potential to develop
• Creates a positive learning environment
• Encourages others to stretch themselves
• Promotes the idea of continuous improvement
• Provides personalised coaching and support to others
• Sets and agrees objectives with people and monitors their progress
• Understands people's strengths and aspirations and takes them into account when allocating responsibilities

Developing self

The ability to focus on own development and to take action to learn.

• Actively seeks feedback to assist with continuous self-improvement
• Evaluates own performance
• Is able to accurately identify own development needs
• Open to learning
• Reviews & consciously learns from experience
• Sees own development as important
• Takes responsibility for setting up their own learning opportunities

Influencing

The ability to influence and persuade others

• Anticipates how people are likely to react and prepares appropriately
• Continually assesses a situation and adapts behaviour accordingly
• Has the appropriate skills to turn objections into positive outcomes
• Is good at influencing senior people and winning support for a case
• Is persuasive without being aggressive
• Makes a strong & positive impact in a group
• States own views & opinions & backs them up with clear evidence

Innovation/Creative thinking

The ability to generate new ideas through original thought

• Able to come up with new ways of doing things that get people thinking
• Challenges current thinking to foster innovation
• Finds innovative solutions to problems through persistent curiosity
• Is able to make progress by looking at things in a new light
• Thinks 'outside the box' to come up with innovative ideas
• Tries things out to seek new and better ways of doing things

Integrity and Ethical management

The ability to work ethically according to professional & company values

• Accepts responsibility for own work & decisions
• Admits mistakes
• Gives credit to deserving parties and does not take credit for the work of others
• Is loyal to the company and its principles
• Maintains principles even if short term commercial advantage is compromised
• Sticks to decisions which have been made and stays true to their word
• Uses positional and personal power with care and restraint

Leadership and inspiring others

The ability to use personal skills to guide and inspire individuals/groups towards achieving goals

• Delegates effectively to others
• Generates energy and enthusiasm in others
• Inspires others to believe that they can achieve worthwhile goals
• Is a source of strength in times of uncertainty
• Leads without aggression or arrogance
• Shows trust in the abilities of others
• Takes a lead in uncertain situations

Motivation

The ability to support and encourage individuals and teams, so that they give of their best

• Demonstrates belief in the abilities of others
• Displays genuine interest in people and their progress
• Gives praise and open recognition
• Has strength and maturity to support individuals and teams through difficult circumstances
• Involves others and encourages full participation
• Motivates others through personal example
• Takes time to discover what motivates individuals

Planning and Organising

The ability to plan, organise and prioritise work. Balancing resources, skills, priorities and timescales to achieve objectives

• Allows for contingency in plans
• Concentrates effort on priorities
• Ensures own work is accurate and timely
• Holds structured, productive meetings
• Identifies clear targets and priorities
• Plans for the long term
• Reviews and reassesses plans and priorities on a regular basis

Relationship Building

The ability to get on well with a wide range of people and build long term trusting relationships

• Brings tensions to the surface, helps to resolve conflicts and produces a positive outcome
• Builds rapport with people
• Goes out of way to develop trust in relationships
• Is good at resolving people issues before they get out of hand
• Is sensitive to the unspoken feelings of others
• Looks for common ground and builds co-operation even in difficult circumstances
• Notices when others need help and support

Resilience

This competency reflects the ability to be resilient and to achieve through repeated effort

• Maintains motivation and focus when under pressure
• Perseveres over a period of time to achieve an end result
• Progresses with the task even in the face of personal frustration or disappointment
• Refuses to allow earlier setbacks to affect future situations
• Remains calm, professional & focused, acting as a role model in difficult situations
• Stays positive in the face of interpersonal conflict or disruption to plans
• Steps back from a difficult situation to understand what is going on & why
• Sticks to the task in hand, even if practical difficulties arise

Selling Skills

This competency reflects the ability to sell products and services effectively and in an ethical manner

• Able to handle the pressure to sell more when targets are raised
• Accurately diagnoses the critical issues facing the buyer
• Actively prospects to find new opportunities to sell
• Builds trust by not trying to sell things that buyers do not need
• Deals with scepticism, objections and rejections positively and objectively
• Focuses discussions on benefits and features most appropriate to the needs of the buyer
• Makes the most of new opportunities to sell e.g. good at turning leads into appointments
• Works inside the appropriate ethical guidelines or codes of practice

Strategic awareness

The ability to steer self and others towards a goal using strategic vision to focus business activity

• Displays a clear sense of vision, direction and belief
• Empowers others to set and achieve their own goals in line with the organisation's overall objectives.
• Helps others to understand how their achievements contribute to broader objectives
• Knows how own contribution fits with business strategy
• Resists pressure to serve short term interests at the expense of strategic goals
• Takes account of the corporate impact of local decisions
• Translates the strategy so that others understand it

Team Working

The ability to contribute to teams and to improve their effectiveness through personal commitment.

• Develops a wide network of productive relationships around the business
• Develops ideas and solutions jointly with others
• Encourages a strong sense of team spirit
• Focuses the team on what will contribute to success in the long term
• Gives fair and constructive feedback to team members
• Supports less experienced colleagues
• Takes responsibility for team's actions

Time Management

The ability to make most effective use of one's own time and that of others

• Challenges the need to go to irrelevant or time wasting meetings
• Gets the job done without procrastinating or delaying.
• Is constantly aware of what is the best use of their own time
• Is punctual and a good timekeeper
• Only uses email when it is the most efficient and most appropriate form of communication
• Resists temptation to take on other people's problems at the expense of own productivity
• Says 'no' assertively when time is not available

Managing Remotely

The ability to keep the team connected and focused on business activity when working remotely.

• Delivers on own commitments in a timely manner.
• Displays appropriate social etiquette during online meetings – such as paying attention, listening, not interrupting.
• Recognises and creates space for online collaboration to reduce isolation and departmental silos.
• Recognises the need for compassion, treating people who are working remotely with sensitivity and respect.
• Sets clear expectations and boundaries for remote team members.
• Stays connected with remote workers, ensuring they have regular check ins.
• Strikes a balance in digital communication between task focus and making team feel appreciated motivated.
• Uses appropriate communication methods for a remote audience and subject matter.

Working remotely

The ability to stay focused, deliver on commitments and use digital communication in a productive way when working remotely.

• Creates boundaries to protect own wellbeing
• Is self-motivated and proactive in their work
• Knows how to use the technology required to work remotely
• Makes an effort to connect and engage with other team members
• Manages own time well to ensure they deliver on commitments
• Pays attention during online meetings
• Stays focused on business priorities

Relationships

The following relationships are available for this questionnaire:

•   Peer

•   Junior

•   Colleague

•   Senior

•   Other