Develops the steps necessary to accomplish long-term goals. Identifies long and short-term goals and establishes realistic plans to reach them. Allocates required resources, allows for contingencies and ensures that plans fit with the larger needs of the organization. Sets milestones to measure progress along the way. This is distinctly different from individuals who ignore long-term or short-term goals, fail to link their goals to broader initiatives, have not set realistic plans that allow for contingencies, and/or ignore the importance of milestones that could enhance motivation in the pursuit of long-term plans.

Demonstrates ability to prospect and qualify leads, identify constituent needs, translate features to benefits, deliver effective demos, negotiate, and close commitments. This contrasts with individuals who are unsuccessful at prospecting or qualifying leads, who neglect to identify constituent needs, who have been unable to translate features to benefits, who conduct ineffective demos, and/or who miss opportunities to negotiate or otherwise do what else is necessary to close an adequate number of commitments.

Prioritizes tasks and manages time to ensure that deadlines are met. Plans his or her time and sticks to those plans. Prevents or manages interruptions until the highest priority tasks are accomplished. This is in contrast to those individuals who fail to prioritize tasks or are not tenacious or disciplined enough to stay focused on the highest priority aspects of the job. This tendency to lack focus or discipline results in unmet deadlines and frustrated stakeholders.

Applies creativity and originality in the work setting, when appropriate. Suggests or applies new ways of addressing ongoing work issues and challenges. Sees possibilities that others have not yet seen, or combines ideas and approaches suggested by others in a unique manner that results in breakthroughs and improvements. Understands when to be creative and when to stick with what exists now. This behavior contrasts with those who tend to focus exclusively on how things have been or how they are now and who tend to stick with traditional ways of doing things.

Achieves results within established timelines. Understands and demonstrates that intentions, activities and results are not the same. Expects that obstacles will occur and refuses to use them as an excuse for not achieving results. This compares favorably to those who seek to justify poor results by describing intentions or activities, who get derailed by obstacles and fail to take effective steps to avoid or overcome them, and/or who frequently miss deadlines without giving a prior warning.

Builds rapport and develops alliances with a broad range of people. Adjusts communication style to meet the needs of individuals at various organizational levels and to meet the needs of clients. Forms alliances by demonstrating concern and respect for others, as well as by highlighting common interests and aspirations. Leave others feeling that he/she will be a trusted ally and is careful to act in ways that reinforce that trust over time. This is in contrast with the behavior of individuals who tend to interact with a relatively narrow range of people or who fail to adjust their communication styles to accommodate others. It is also quite different than behavior that leaves the impression that the person is seeking to advance his/her own narrow agendas and interests.

Demonstrates commitment, loyalty and appreciation for the organization. Conveys a high level of concern for the well-being of all employees, helping to ensure that both their needs and those of the organization are met. Consistently speaks highly of the organization, its employees and its mission. This is in distinct contrast to individuals who communicate a lack of pride or confidence in the organization, a lack of concern for the work/life balance of any of its employees, or a lack of loyalty or commitment to the continued success of the organization.

Understands the internal climate of the organization, including the most productive channels of communication, and makes use of the appropriate communication channels to achieve goals and objectives. Has learned about both formal and informal communication channels and understands when to stick to the formal hierarchy of reporting relationships. Understands unwritten protocols and the political aspects of how communication takes place. Avoids errors in judgment when selecting strategies for accomplishing tasks. This is distinctly different than those who fail to understand formal and informal channels of communication, misread organizational dynamics and are left scratching their heads about why their efforts to achieve support and results fall short of their expectations.