Technical skills are the specialized procedures, techniques, and knowledge
required to get the job done. For the sales managers described above, technical skills
involve the ability to fi nd new sales prospects, develop accurate sales pitches based
on customer needs, and close the sale.
Technical skills are most important for team leaders and lower-level managers
because they supervise the workers who produce products or serve customers. Team
leaders and fi rst-line managers need technical knowledge and skills to train new
employees and help employees solve problems. Technical knowledge and skills are
also needed to troubleshoot problems that employees can’t handle. Technical skills
become less important as managers rise through the managerial ranks, but they are
still important.