On Demand 360º Referencing


Name :Sample Person
Telephone :416-123-4567
Email :sales@selfmgmt.com




ContentsPage
References1
Snapshot of Results4
Questions to Consider6
Detailed Results7









#ECXNU56R for Sample Person on July 16, 2007

©2006, Selection Testing Consultants Intl Ltd


 
 On Demand 360º Referencing (#ECXNU56R for Sample Person on July 16, 2007) Page 1 
I. References

Information Completed by the Candidate

 #   Name   Title   Company   Relationship   Yrs   Telephone   Email   Invited   Completed 
1  Andy Court   Director - Consulting Services   SAS Institute   Peer   4   416-363-4424   email   2007/07/16   2007/07/16  
2  Cameron Dow   VP of Marketing   SAS Institute   Reporting   4   416-363-4424   email   2007/07/16   2007/07/19  
3  Tim Wasik   Director - Institutional Sales   Scotia Capital   Reporting   2   416-863-7727   email   2007/07/16   2007/07/16  

Information Completed by Reference #1

 Information about you ...
 First Name   
 Last Name  Andy Court 
 Present Company Name  SAS Canada 
 Current Position   
 Telephone Number (daytime)  416-307-4637 
 Information about the person you are referencing ...
 Years Known more than 10 years 
 Reason left the position to pursue another opportunity 
 If applicable, would you hire this person again? yes 
 Feel free to make any additional comments below.
  • Liam worked for SAS as a summer student while attending Queens.

    • ©2006, Selection Testing Consultants Intl Ltd
     
     On Demand 360º Referencing (#ECXNU56R for Sample Person on July 16, 2007) Page 2 
    I. References

    Information Completed by the Candidate

     #   Name   Title   Company   Relationship   Yrs   Telephone   Email   Invited   Completed 
    1  Andy Court   Director - Consulting Services   SAS Institute   Peer   4   416-363-4424   email   2007/07/16   2007/07/16  
    2  Cameron Dow   VP of Marketing   SAS Institute   Reporting   4   416-363-4424   email   2007/07/16   2007/07/19  
    3  Tim Wasik   Director - Institutional Sales   Scotia Capital   Reporting   2   416-863-7727   email   2007/07/16   2007/07/16  

    Information Completed by Reference #2

     Information about you ...
     First Name   
     Last Name  Cameron Dow 
     Present Company Name  SAS Institute (Canada) Inc. 
     Current Position   
     Telephone Number (daytime)  416-307-4622 
     Information about the person you are referencing ...
     Years Known 5 years 
     Reason left the position to pursue another opportunity 
     If applicable, would you hire this person again? yes 
     Feel free to make any additional comments below.

    ©2006, Selection Testing Consultants Intl Ltd
     
     On Demand 360º Referencing (#ECXNU56R for Sample Person on July 16, 2007) Page 3 
    I. References

    Information Completed by the Candidate

     #   Name   Title   Company   Relationship   Yrs   Telephone   Email   Invited   Completed 
    1  Andy Court   Director - Consulting Services   SAS Institute   Peer   4   416-363-4424   email   2007/07/16   2007/07/16  
    2  Cameron Dow   VP of Marketing   SAS Institute   Reporting   4   416-363-4424   email   2007/07/16   2007/07/19  
    3  Tim Wasik   Director - Institutional Sales   Scotia Capital   Reporting   2   416-863-7727   email   2007/07/16   2007/07/16  

    Information Completed by Reference #3

     Information about you ...
     First Name   
     Last Name  Tim Wasik 
     Present Company Name  Scotia Capital 
     Current Position   
     Telephone Number (daytime)  416-863-7727 
     Information about the person you are referencing ...
     Years Known 1 year 
     Reason left the position to pursue another opportunity 
     If applicable, would you hire this person again? yes 
     Feel free to make any additional comments below.

    ©2006, Selection Testing Consultants Intl Ltd
     
     On Demand 360º Referencing (#ECXNU56R for Sample Person on July 16, 2007) Page 4 
    II. Snapshot of Results

      OVERALL SCORE : The average of all 13 attributes.

     
    Self 
    Refs 
    1. market savvy
    market savvy    		  
     
    Self 
    Refs 
    2. ability to handle and work under pressure
    ability to handle and work under pressure     		 
     
    Self 
    Refs 
    3. a strong sense of urgency
    a strong sense of urgency     		 
     
    Self 
    Refs 
    4. the ability to successfully multi-task
    the ability to successfully multi-task     		 
     
    Self 
    Refs 
    5. tenacity and aggressiveness
    tenacity and aggressiveness     		 
     
    Self 
    Refs 
    6. integrity
    integrity     		 
     
    Self 
    Refs 
    7. selling skills - ability to initiate sales presentations to business opportunity
    selling skills - ability to initiate sales presentations to business opportunity    		  
     
    Self 
    Refs 
    8. closing skills - ability to move business opportunity to engaged business deal
    closing skills - ability to move business opportunity to engaged business deal    		  
     
    Self 
    Refs 
    9. the ability to build and maintain strong client relationships
    the ability to build and maintain strong client relationships     		 
     
    Self 
    Refs 
    10. team player
    team player     		 
     
    Self 
    Refs 
    11. sensible risk taker
    sensible risk taker    		  
     
    Self 
    Refs 
    12. self-confident
    self-confident     		 
     
    Self 
    Refs 
    ©2006, Selection Testing Consultants Intl Ltd
     
     On Demand 360º Referencing (#ECXNU56R for Sample Person on July 16, 2007) Page 5 
    II. Snapshot of Results (cont'd)

    13. Knowing when to back off - the difference of being aggressive and losing the deal.
    Knowing when to back off - the difference of being aggressive and losing the deal.    		  
     
    Self 
    Refs 
    ©2006, Selection Testing Consultants Intl Ltd
     
     On Demand 360º Referencing (#ECXNU56R for Sample Person on July 16, 2007) Page 6 
    III. Questions to Consider

    Gap analysis reveals that responses to the following attributes give rise to some concern. Please explore the following questions with the candidate:

    3. a strong sense of urgency (Gap = -1.0)
  • Define "sense of urgency". How do you relate this definition to this position?
  • If you were to rate the key attributes required for this position where would "sense of urgency" fall in this ranking and why?

    7. selling skills - ability to initiate sales presentations to business opportunity (Gap = -1.7)
  • Rate your selling skills compared to others you have worked with. Why have you rated yourself this way?
  • Who is the person you most admire in the "selling" world? Why? What have you learned from that person?
  • If you could attend any sales training program what would be the topic and why?
  • We all have weaknesses - what is your in "selling"?

    8. closing skills - ability to move business opportunity to engaged business deal (Gap = -1.7)
  • Where would you rank "closing skills" on a scale of importance for a sales person? Why?
  • What would others say about your closing skills?
  • Tell me when you had to use all of your closing skills to win a deal. Be specific.
  • In our business what do you think is the most important closing mistake?

    9. the ability to build and maintain strong client relationships (Gap = -1.0)
  • Tell me about a few of the strong client relationships you have built over the years. What made these relationships special?
  • When did you lose a client due to the lack of "good client relationship" with the person you were dealing with? What did you learn from this?
  • In your mind what is the "key" to building strong, lasting business relationships?

    11. sensible risk taker (Gap = -1.3)
  • Define "taking a risk" in our business?
  • What is the riskiest thing you have ever done in work and outside of work? Give me an example for each situation.
  • When have you lost "big" taking a risk? Be specific.
  • In your mind what makes a "poor" risk taker?

    • ©2006, Selection Testing Consultants Intl Ltd
     
     On Demand 360º Referencing (#ECXNU56R for Sample Person on July 16, 2007) Page 7 
    IV. Individual Attribute Scores

    1. market savvy : market savvy
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    2. ability to handle and work under pressure  : ability to handle and work under pressure
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    3. a strong sense of urgency  : a strong sense of urgency
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    4. the ability to successfully multi-task  : the ability to successfully multi-task
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    * Avg Self = Average of all Self ratings in your organization; Avg Refs = Average of all Reference ratings in your organization
    ©2006, Selection Testing Consultants Intl Ltd
     
     On Demand 360º Referencing (#ECXNU56R for Sample Person on July 16, 2007) Page 8 
    IV. Individual Attribute Scores (cont'd)

    5. tenacity and aggressiveness  : tenacity and aggressiveness
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    6. integrity  : integrity
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    7. selling skills - ability to initiate sales presentations to business opportunity : selling skills - ability to initiate sales presentations to business opportunity
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    8. closing skills - ability to move business opportunity to engaged business deal : closing skills - ability to move business opportunity to engaged business deal
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    * Avg Self = Average of all Self ratings in your organization; Avg Refs = Average of all Reference ratings in your organization
    ©2006, Selection Testing Consultants Intl Ltd
     
     On Demand 360º Referencing (#ECXNU56R for Sample Person on July 16, 2007) Page 9 
    IV. Individual Attribute Scores (cont'd)

    9. the ability to build and maintain strong client relationships  : the ability to build and maintain strong client relationships
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    10. team player  : team player
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    11. sensible risk taker : sensible risk taker
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    12. self-confident  : self-confident
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    * Avg Self = Average of all Self ratings in your organization; Avg Refs = Average of all Reference ratings in your organization
    ©2006, Selection Testing Consultants Intl Ltd
     
     On Demand 360º Referencing (#ECXNU56R for Sample Person on July 16, 2007) Page 10 
    IV. Individual Attribute Scores (cont'd)

    13. Knowing when to back off - the difference of being aggressive and losing the deal. : Knowing when to back off - the difference of being aggressive and losing the deal.
     
     
    Self 
    Refs 
    Ref#1 
    Ref#2 
    Ref#3 
    AvgSelf 
    AvgRefs 
    BenchSelf 
    BenchRefs 
    		  
     
     Refs-Self 
     Ref#1-Self 
     Ref#2-Self 
     Ref#3-Self 
     Self-AvgSelf 
     Refs-AvgRef 
     Self-BenchSelf 
     Refs-BenchRef 
     
    * Avg Self = Average of all Self ratings in your organization; Avg Refs = Average of all Reference ratings in your organization
    ©2006, Selection Testing Consultants Intl Ltd