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…the growing consensus of the group was that they wanted to be able to identify employees who had the ability to figure out new and better ways to build relationships with customers, discover and meet customer needs, gain commitments, use available resources, negotiate mutually beneficial contracts, and to offer new products and services to existing customers. The organization’s business and target market was changing rapidly, becoming more global and competitive. New relationships with customers, shippers, and partners were emerging. Even though they valued employees who possessed the more traditional sales competencies of influencing, achieving, prospecting, negotiating, and so on, they concluded that the competency that will drive the organization forward to higher productivity and profit was ‘critical thinking’.
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