An empirical analysis of competencies in predicting managerial effectiveness of the sales managers: a Vietnamese banking sector perspective

Abstract

The purpose of this paper is to examine the effects of three competencies, which are management competence, technical competence and self-management competence, in predicting managerial effectiveness of sales managers. A survey was conducted with 134 managers and employees who are working for selected commercial banks in Hanoi, Vietnam. Data were analyzed using qualitative and quantitative methods. The combination of interviews and regression analysis methods is used to test the hypotheses. The results show that all three competency factors were significantly related with managerial effectiveness. It is, thus, crucial for Vietnamese commercial banks’ managers to understand and continually equip themselves with critical competencies that would transform and eventually make them effective and successful managers.