A Guide to Helping
Sample SalesPOP
Build Success Habits and Build Sample's Business!

ID#: Q8LANUYT6AMS
2017/05/25

CONTENTS	Page

Introduction	2
Commitment and Growth	3
Building Success Habits	4
Enterprising Potential (Self Management)	4
Achievement Potential (Motivation)	5
Independence Potential	6
People Orientation	7
Investigative Orientation	8
Self Directed (Confidence)	9
Lifestyle Management	10
Call Reluctance	11
Listening Style	12

Coaching #Q8LANUYT6AMS for Sample SalesPOP

Page 2

Introduction

The purpose of this guide is to help mentors and/or managers assist Sample SalesPOP to build success habits that will help him/her succeed in a challenging sales career.

This report identifies Sample's strengths and provides suitable coaching strategies to take advantage of his/her strengths as he/she goes through the phases of his/her career.

Phase 1: Building Success Habits

At the beginning of any sales career or when someone starts with a new organization, they will need to build the habits which will help them when:

studying and taking courses to pass licensing examinations (if applicable)
learning about the products and services
developing relationships with new manager(s) and colleagues
understanding how to make use of the technical and business support people in the organization
understanding the market and its needs

Phase 2: Building the Business

Once trained in the organization's products and sales methods, the sales representative's responsibilities will change and personal success will be more directly correlated to the success of the organization. The success habits developed in Phase 1 will be complemented by new ones as the sales representative builds a business.

This report is customized based on Sample SalesPOP's personality traits and attitudes. Please refer to it as a source of coaching strategies that have been shown to be effective with salespeople with his/her profile.

Coaching #Q8LANUYT6AMS for Sample SalesPOP

Page 3

Commitment and Growth

Fit to Sales Career (Predictor Score)



73
	VERY STRONG STRONG	AVERAGE	BELOW AVERAGE CAUTION

Sample is very well suited to competitive sales and has the attributes to make him/her successful in this field.

Coaching Strategies

Use this report to identify his/her strengths and how to use them.
Encourage a personal commitment to his/her sales career in order to take full advantage of his/her potential.
Set high standards for him/her in terms of activity and results. If he/she takes control of his/her activity, the results will follow if he/she keeps working and improving his/her skill set.
Meet regularly with him/her and use those meetings to learn what he/she is doing well and how to leverage his/her strengths.

Coaching #Q8LANUYT6AMS for Sample SalesPOP

Page 4

Building Success Habits

Enterprising Potential (Self Management)



42
	STRONG	AVERAGE	MARGINAL WEAK

Sample is enterprising, competitive, determined and goal oriented and has the potential to become very well organized as he/she works to build good habits and learn the business. As he/she starts to grow his/her business we recommend that you consult with him/her on the daily and weekly habits that will help him/her succeed.

Building Good Habits

Help him/her set daily and weekly progress goals that are related to whatever he/she is working on.
Help him/her plan and record his/her plan for his/her daily activity (number of hours of study, meetings and other essential activities etc). By doing this, he/she will establish a habit of setting his/her goals.
Encourage him/her to commit to his/her plan and exceed his/her goals if he/she finds that he/she has the time and energy.
Reward him/her for keeping his/her commitments.
If Sample is studying for a license, encourage him/her to develop a regular time to study and complete assignments. Sample has the profile of someone who can focus and not be diverted from the tasks.

Building his/her Business

Encourage him/her to commit to a number of calls that he/she is willing to make each day. Coach him/her when he/she is meeting his/her goals. Avoid coaxing him/her because effort is his/her responsibility.
Set goals for activities which he/she can control such as calls, meetings, hours working on specific projects etc.

Encourage him/her to:

Help him/her commit to the goals which he/she has discussed with you and reward him/her when he/she has met his/her commitments.
Encourage him/her to schedule time to accomplish essential activities so that unexpected demands do not become distractions.
Encourage him/her to schedule regular development interviews with his/her mentor to discuss his/her progress, his/her goals and what he/she needs to do to keep on target.
Take advantage of the feedback from his/her mentor by incorporating any new suggestions into his/her daily and weekly activity. Consult with his/her Manager/Mentor and work out agreed-upon goals for his/her daily activity.
Build a relationship where he/she is providing the effort and you are coaching him/her by refining his/her sales techniques.

Coaching #Q8LANUYT6AMS for Sample SalesPOP

Page 5

Achievement Potential (Motivation)



33
	$ AND/OR CHALLENGE	PEOPLE AND SERVICE	SAFETY AND SECURITY

He/She is highly motivated by challenge and the need to achieve. He/She is prepared to work hard but he/she can be impatient and may have a high sense of urgency. His/Her motivational profile is similar to sales people who are strong closers in the sales process.

Building Good Habits

Design a scorecard for him/her to monitor his/her achievements and keep score.
Help him/her organize his/her schedule to allow enough time to meet all his/her goals.
Challenge him/her to set high standards for him/herself but always in a constructive way.

Building his/her Business

Because of his/her high sense of urgency it may be helpful to learn to pace his/her presentations so that they match the needs of the client/prospect. Monitor his/her approach until he/she is comfortable with it.
Time management will be important for him/her in order to meet his/her goals. Developing his/her self management potential will be very helpful in this regard.

Encourage him/her to:

Stretch him/her gradually but continuously.
Work with him/her on his/her closing style.
Ask his/her mentor for suggestions on how to challenge him/her constructively.

Coaching #Q8LANUYT6AMS for Sample SalesPOP

Page 6

Independence Potential



42
	VERY INDEPENDENT	INDEPENDENCE ORIENTED	TEAM ORIENTED VERY DEPENDENT

He/She is independent, demanding and enjoys a flexible environment that allows him/her to develop his/her own structure and systems. By building good habits he/she will be able to develop his/her own approach and integrate it with the company's sales approach.

Building Good Habits

Once he/she has developed his/her approach to learning, studying for his/her license etc, make it part of his/her daily habits because following his/her own approach consistently will be better than inconsistent work habits.
He/She can work alone without supervision so make a point of understanding the essentials of what he/she needs to learn in order to succeed.
Becoming licensed or certified can be a very structured process that Sample may resist, but he/she will have to adapt to some structure in order to be successful.

Building his/her Business

Negotiate how Sample is going to integrate company materials and methods into his/her approach to building a client base.
Have him/her demonstrate his/her knowledge of the company's products so that you can be more comfortable with his/her independent approach.
When he/she demonstrates that he/she is well organized, competent and committed to his/her career, he/she will earn your respect and that of his/her peers and managers.

Encourage him/her to:

Discuss the type and amount of feedback that he/she needs.
Use his/her resourcefulness to explore other possible solutions to difficult problems. Validate any new ideas or ‘outside the box solutions' with him/her before he/she tries them on clients.
Provide feedback only when it is truly necessary. His/Her natural instinct may not be to accept it but your experience can make his/her life much easier if he/she can integrate it with what he/she is doing.

Coaching #Q8LANUYT6AMS for Sample SalesPOP

Page 7

People Orientation



11
	Warm/Friendly/Sociable	Builds Relationships over Longer Term

Sample would be described as warm, friendly and outgoing. He/She is generally at ease building relationships and is quite comfortable with other people. He/She enjoys social situations and will be able to work well in most environments where there is regular contact with people.

Building Good Habits

Remind him/her that each interaction with a new person is an opportunity to build rapport and a new client or referral source.
Help him/her think about how he/she presents what he/she has learned during training when speaking with clients and prospects.
Monitor his/her listening skills so they become a strength.

Building his/her Business

Encourage him/her to be community oriented and active socially so that he/she keeps meeting new people.
Review his/her initial presentations to determine what he/she did best so that he/she can work on building on that strength during future presentations.

Encourage him/her to:

Enjoy the social interaction but focus primarily on his/her training needs when interacting with him/her.

Coaching #Q8LANUYT6AMS for Sample SalesPOP

Page 8

Investigative Orientation



-29
	Systematic/Analytical	Learns the Necessities

Sample prefers to learn what is necessary to do the job effectively but would prefer to avoid highly technical or ongoing research as part of his/her regular work. To be successful during the self-study phase of his/her learning, it is very important to:

Building Good Habits

Encourage him/her to pay more attention to detail than he/she normally would during the product knowledge and/or license study phase.
Encourage him/her to develop good relations with the colleagues who can provide support on more technical or unusual issues.
Coach him/her to focus on the essential concepts first and then to delve into some of the more difficult material so that he/she has a good knowledge of the ‘big picture' which he/she can support by focusing on the essential technical detail.
If he/she needs to be certified or get a license, spend more time than you might normally do, monitoring his/her approach to studying.

Building his/her Business

Encourage him/her to ask open ended questions and pay attention to what the clients are saying.
Encourage him/her to set aside regular time each week to review his/her product information; focusing on the most important or popular products and staying aware of less well-known options as well.
Encourage him/her to read the business section of the newspaper to be aware of any legislation or business trends that could affect him/her and his/her clients.
Encourage him/her to develop good relationships with those who can provide expertise on some of the issues that do not interest him/her.

Encourage him/her to:

Encourage him/her to develop good relationships with his/her mentor and the company's sales and technical people as they will be able to provide insights into some of the issues that he/she may find either uninteresting or difficult.
Be a good listener when you spend time with him/her so that you are able to address the issues that may make the difference between passing and failing licensing exams.
Challenge him/her to improve his/her knowledge of the company's products and services.
Review his/her sales process to be comfortable with his/her attention to detail.

Coaching #Q8LANUYT6AMS for Sample SalesPOP

Page 9

Self Directed (Confidence)


71

He/She would be considered to be very confident, in control and able to function effectively on his/her own. He/She accepts responsibility for his/her own performance and expects to succeed in his/her career and most other activities.

Building Good Habits

Make him/her aware of his/her strengths (build conscious competence) and encourage him/her to use them as much as possible.
Encourage him/her to continually build on the success that he/she has had so far.
Coach him/her to take responsibility for his/her own actions.
Coach him/her to take responsibility for his/her learning.
Coach him/her to take control of what he/she can control and to do it to the best of his/her ability.
Address his/her growth opportunities when he/she is feeling successful.

Coaching Strategies

Always focus on his/her strengths and how to get even better.
Address possible arrogance by asking him/her for suggestions on how to complement his/her strengths.

Coaching #Q8LANUYT6AMS for Sample SalesPOP

Page 10

Lifestyle Management


76

He/She appears to manage his/her energy and lifestyle quite well. Pressure and the ability to cope with stress effectively may even enhance his/her performance in some situations.

Building Good Habits

Coach him/her to identify and understand his/her own stress coping techniques so he/she can use them in other situations.
Coach him/her to continue to manage stressful situations as challenges that he/she can meet.
Coach him/her to share his/her stress coping strategies with others.

Coaching Strategies

If his/her colleagues are showing signs of stress, Sample may be a suitable mentor.

Coaching #Q8LANUYT6AMS for Sample SalesPOP

Page 11

Call Reluctance


99

Sample has the sort of attitude about prospecting, managing rejection and sales as a career that would be considered as suitable in almost any sales career. Generally speaking, he/she does not take rejection personally and should be very comfortable building his/her business.

Building Good Habits

Take advantage of his/her comfort with prospecting and rejection by making a regular habit of prospecting.
Ask him/her to commit to a number of contacts or calls that he/she is going to make each day and to start making them. This is a success habit that is hard to beat in sales.
Focus on the high quality of the products and services that the company provides so that he/she feels comfortable with the value that he/she is providing to his/her prospects and clients.

Building his/her Business

Coach him/her to keep asking for a referral even if he/she doesn't expect one.
Remember that a positive attitude is essential and building a successful market survey will help him/her prospect when building his/her business in the future.
No one likes rejection but he/she is generally good at accepting it as non-personal. When people won't talk to him/her or help with his/her market survey it is more likely that they are worried about how their friends would react than rejecting him/her. Coach him/her on how to set clients at ease by demonstrating his/her good judgment and tact.

Encourage him/her to:

Praise his/her strength in this area.
Encourage him/her to be a mentor to others if it is appropriate.
Brainstorm on finding additional strategies on how to prospect and deal with rejection.

Coaching #Q8LANUYT6AMS for Sample SalesPOP

Page 12

Listening Style


42

Sample is able to listen very effectively while in conversation with others. His/Her approach to listening is an asset while interacting with clients, peers or others.

A Guide to Helping

Take advantage of his/her strengths as a listener when dealing with difficult clients as he/she may be able to gather information and gain trust where others have been unable to do so.

Coaching Strategies

Sample may be a role model for others in the fact finding or consultative sale.