A Guide to Helping SAMPLE SALES POP7.0 Build Success Habits and Build SAMPLE's Business! ID#: WKT31PAYHCG6 2017/09/08 ASSESSMENT IMPROVEMENTS 2017 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

©1993-2022 Selection Testing Consultants International Ltd.

Coaching #WKT31PAYHCG6 for SAMPLE SALES POP7.0 Page 2 Introduction The purpose of this guide is to help mentors and/or managers assist SAMPLE SALES POP7.0 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 SALES POP7.0'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.

©1993-2022 Selection Testing Consultants International Ltd.

Coaching #WKT31PAYHCG6 for SAMPLE SALES POP7.0 Page 3 Commitment and Growth Fit to Sales Career (Predictor Score)       101     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.

©1993-2022 Selection Testing Consultants International Ltd.

Coaching #WKT31PAYHCG6 for SAMPLE SALES POP7.0 Page 4 Building Success Habits Enterprising Potential (Self Management)       71     STRONG AVERAGE MARGINAL                     WEAK SAMPLE is very enterprising, competitive, determined and goal oriented. He/She has the potential to be very successful. During the period of his/her orientation and training, it will be important for him/her to build the type of success habits that he/she can carry throughout his/her career. As he/she starts to grow his/her business, he/she will need to have his/her daily and weekly habits reinforced until they are part of his/her routine. Building Good Habits Help him/her build his/her daily plan and weekly progress goals for whatever he/she is doing. Help him/her to plan and record the 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. Make certain that he/she plans his/her daily work and completes it. Reward him/her for keeping his/her commitments. Building his/her Business Help him/her set goals for activities which he/she can control such as calls, meetings, hours working on specific projects etc. Encourage him/her to commit to his/her goals. Monitor his/her activity until you are certain that the habits are ingrained. Encourage him/her to: Schedule weekly development interviews with him/her to discuss his/her progress, his/her goals and what he/she needs to do to keep on target. Prepare for each meeting with a review of his/her activities. Spend time advising him/her about what he/she is doing well before addressing growth opportunities.

©1993-2022 Selection Testing Consultants International Ltd.

Coaching #WKT31PAYHCG6 for SAMPLE SALES POP7.0 Page 5 Achievement Potential (Motivation)       35     $ 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.

©1993-2022 Selection Testing Consultants International Ltd.

Coaching #WKT31PAYHCG6 for SAMPLE SALES POP7.0 Page 6 Independence Potential       78     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.

©1993-2022 Selection Testing Consultants International Ltd.

Coaching #WKT31PAYHCG6 for SAMPLE SALES POP7.0 Page 7 People Orientation       35     Warm/Friendly/Sociable Builds Relationships over Longer Term SAMPLE is very warm, sociable, cheerful and outgoing. He/She is motivated and energized by social interaction and able to build relationships and friendships without difficulty. He/She is quite comfortable with other people upon meeting them. Building Good Habits Coach him/her to ask people about themselves and get them talking so that he/she can understand their needs. Help him/her enjoy the social aspects of a sales career and teach him/her how to build a rapport and look for referrals in social situations. Coach him/her on good listening skills. Building his/her Business Help him/her build his/her referral network by showing how much fun it can be. Provide community oriented strategies for meeting new people. Work on strategies to deal with rejection in the sales process because SAMPLE enjoys people and could take rejection personally. Encourage him/her to: Review his/her presentation skills as necessary to assure that the business focus is still there. Make sure that his/her meetings with you deal with the business issues as well as relationship building.

©1993-2022 Selection Testing Consultants International Ltd.

Coaching #WKT31PAYHCG6 for SAMPLE SALES POP7.0 Page 8 Investigative Orientation       -38     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.

©1993-2022 Selection Testing Consultants International Ltd.

Coaching #WKT31PAYHCG6 for SAMPLE SALES POP7.0 Page 9 Self Directed (Confidence) 65 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.

©1993-2022 Selection Testing Consultants International Ltd.

Coaching #WKT31PAYHCG6 for SAMPLE SALES POP7.0 Page 10 Lifestyle Management 84 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.

©1993-2022 Selection Testing Consultants International Ltd.

Coaching #WKT31PAYHCG6 for SAMPLE SALES POP7.0 Page 11 Call Reluctance 86 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.

©1993-2022 Selection Testing Consultants International Ltd.

Coaching #WKT31PAYHCG6 for SAMPLE SALES POP7.0 Page 12 Listening Style 20 SAMPLE's responses indicate that he/she may have some areas for growth in his/her approach to listening. He/She may have some difficulty listening attentively to others for long periods of time. He/She may also need development in actively listening to the needs and/or concerns of clients, peers and others. A Guide to Helping Try to monitor his/her interactions with clients, peers and others on a regular basis in order to evaluate his/her handling of these interactions. Think about his/her approach to listening and becoming more attentive and effective when gathering information. Consider formal training in listening skills, particularly in handling client/client relations. Coaching Strategies Coach him/her to practice pausing before speaking. Provide occasional feedback on his/her approach to listening. Provide occasional feedback on his/her approach to listening.

©1993-2022 Selection Testing Consultants International Ltd.