Build Success Habits and Build your Business!



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

©1993-2022 Selection Testing Consultants International Ltd.




The purpose of this guide is to help you to continue maximizing your personal strengths as you develop your sales career. This report is based on the Personal Orientation Profile (POP™) questionnaire that you completed.

This Report is designed to:

Help you leverage your strengths by understanding them and developing success habits which will take advantage of your strengths throughout your career.

Career Management Planning

Most sales careers include 2 phases:

  • Phase 1: Building Success Habits
  • Phase 2: Building your Business
In some sales careers, the phases are clearly defined while in other careers there may not be such clear definitions but there will be personalized feedback in each phase to assist you in developing your sales career.

Phase 1: Building Success Habits

At the beginning of any sales career or when you start with a new organization, you will be required to do many things to be an effective sales representative. These will include some or all of the following:
  • studying and taking courses to pass licensing examinations (if applicable)
  • learning about the products and services that you will be providing
  • developing relationships with your new manager(s) and colleagues
  • understanding how to make use of the technical and business support people in the organization
  • understanding your market and its needs
This report is designed to provide you with personalized coaching to help you during this phase where learning, building relationships and building success habits are essential.

Phase 2: Building your Business

Once you have been trained in the organization's products and sales methods, your responsibilities will change and your personal success will be more directly correlated with success of the organization. The success habits that you develop in Phase 1 will be very valuable in your ongoing success as you Build your Business.
©1993-2022 Selection Testing Consultants International Ltd.



Commitment and Growth

Fit to Sales Career

You are most comfortable with selling good products coupled with good service. You have some of the attributes that can make you successful in competitive sales but you may be more comfortable in developing an existing client base and selling from a service contact. To be successful in competitive sales, we recommend that you:

Self Coaching Strategies

  • Review this report and build on your strengths
  • Make a sincere, personal commitment to this career. To be able to leverage your strengths, you will have to commit to building a client base and providing great service so your commitment is very important.
  • Review and practice your sales skills regularly.
  • Work very hard on being very knowledgeable on the product line and being a great presenter.
  • Continue to build good relationships and develop your reputation as a knowledgeable representative who is known for providing outstanding service and good products that meet the needs of your clients.
  • Prospect your natural markets which include your friends, family, social acquaintances, business associates from previous work situations and everyone that you know. If they are not interested in what you have to offer, find out if they will refer you to someone who will be interested.
  • Make cold calls and look for referrals.
  • Prospect all the referrals that you get from your natural markets.
  • Prepare yourself to outwork the competition.
Work Well with your Manager/Mentor
  • Meet regularly with your sales manager and use those meetings to learn what you are doing well and how to leverage your strengths.
  • Listen to the advice of your Manager/Mentor and any successful sales representatives that you know in and outside of your company.
©1993-2022 Selection Testing Consultants International Ltd.



Building Success Habits

Enterprising Potential (Self Management)

You are enterprising, competitive, determined and goal oriented when you need to be or when the situation requires it. You have the potential to do very well in a sales career if you follow a well-defined process. We recommend the following for you:

Build Good Habits

  • Develop a daily plan for all of your essential activities. Make sure that you understand it and are committed to it.
  • Record your planned daily activity (number of hours of study, meetings and other essential activities, etc.). By doing this, you will establish a habit of setting your goals.
  • Monitor each essential activity to assure that you are meeting your overall goals.
  • Reward yourself for keeping your commitments.
  • Develop a process to deal with distractions in a way that allows you to deal with distractions but keeps you focused on completing your essential activities.
Product Knowledge/Certification
  • If studying for a license or learning about the organization and its products, set daily goals for what you wish to achieve each day.
  • If you have homework, set aside a regular time to do it each day and do it.
Building Your Business
  • Develop and commit to a schedule so that your daily activity is being done on a regular time table.
  • Take control of your activity so that you are the one who drives yourself rather than looking for motivation from others.
  • Remind yourself that taking control of the controllable activities such as prospecting is the best way to avoid slumps and having poor results.
  • Learn to recognize distractions and deal with them quickly so you can keep focused on what you need to do.
  • If you are doing market research or building a referral network, commit to a number of real contacts each day. This is a very important success habit because once you are committed to making a number of real contacts every day, you will no longer need to think about it. When it is a habit, you will automatically expand your network every day and each contact will become more practiced.
  • Take the time to build a process for doing your daily contacts and implement it. If you build a good process, you can outwork the competition.
Working with your Manager/Mentor
  • Develop a method by which you gather all of your questions and organize them by topic before discussing with your mentor. Send them ahead of your meeting wherever possible.
  • Review your plans with your mentor until you have reached agreement on the details and then implement your plans.
  • Schedule regular development interviews with your mentor to discuss your progress, your goals and what you need to do to keep on target.
  • Take advantage of the feedback from your mentor by incorporating any new suggestions into your daily and weekly activity.
©1993-2022 Selection Testing Consultants International Ltd.



Acheivement Potential (Motivation)

You balance the need to achieve with the need to provide services that you view as valuable to others. You like a demanding challenge but also like to build good relationships.

Build Good Habits

  • Prepare a list of the day's critical activities.
  • Challenge yourself so that each day's critical activities are getting done.
  • Set reasonable but challenging goals for yourself and stretch your goals a little when you are meeting them consistently.
Product Knowledge/Certification
  • Plan your activity so that all of your assignments are going to be on-time.
  • Challenge yourself to get assignments done in advance while keeping your work to a high standard.
  • Follow your study plan and design a scorecard to monitor your achievements.
Building Your Business
  • Challenge yourself to meet and exceed your targets for the number of contacts each day.
  • Work on balancing the quantity and quality of your presentations.
  • Work on your process so that the pace is suitable for each client.
  • Work on your sales process to make sure that the pace is suitable for the client or prospect.
  • Be an expert in the products that are the best sellers and/or suitable for most clients.
Working with your Manager/Mentor
  • Ask for advice on ways to test your progress.
  • Ask for interesting challenges that will help you.
  • Get your mentor to test your knowledge and advise you on key areas to review and practice.
  • If you are doing well in learning what you need to learn, ask for suggestions on how you may get even better or ahead of schedule.
  • Ask for coaching on the effectiveness of your client presentations.
©1993-2022 Selection Testing Consultants International Ltd.



Independence Potential

You are co-operative and team oriented and will be comfortable working with the company's people and systems. Develop this strength in the following ways:

Build Good Habits

  • Familiarize yourself with the support and structure provided by the company and your mentor.
  • Since you know how to work well with others, take full advantage of its systems and your peer group when it is appropriate. Develop regular feedback sessions with suitable colleagues.
  • Develop your self-management skills so that you can work on your own within the guidelines provided. This will also help develop your self-sufficiency when in the field working with clients.
Product Knowledge/Certification
  • If feasible, find a suitable colleague and study together occasionally. In that way you may be able to support each other and facilitate your learning.
Building Your Business
  • Follow the company's approach when doing market research or starting to develop a client base.
  • When working with others, define your role clearly so that you can make your own unique contribution.
  • Work on your self-management skills to become more self-reliant in a variety of situations.
Working with your Manager/Mentor
  • Schedule regular development interviews with your mentor.
  • Prepare a list of topics when you need to get feedback from your mentor and share it prior to your development meeting.
  • Take as much advantage of the support and structure provided by your mentor as he/she is able to provide.
  • Develop your relationship with your Manager/Mentor but try to minimize the number of times that you call on him or her.
  • Challenge yourself to think of fresh approaches to the sales process and ask your Manager to review your ideas.
  • Approach your Manager/Mentor for feedback only after you have completed your activity.
©1993-2022 Selection Testing Consultants International Ltd.



People Orientation

You can be quite warm, friendly and sociable but you prefer to build friendships and relationships over time. You feel more at ease dealing with familiar people.

Build Good Habits

  • Work on your listening skills when talking to people as you learn. You may find that your social experiences are more relaxed and enjoyable.
  • Make a conscious effort to see the good in everyone so that new interactions are more energizing for you.
Product Knowledge/Certification
  • While learning about the company and gaining any relevant licenses, it is important to understand how your knowledge will help other people.
  • Make an effort to understand why someone would need our products and how it would help them.
Building Your Business
  • Pay attention to social niceties when meeting someone. It is important to demonstrate your good manners and willingness to listen to the concerns of the other person prior to giving a presentation.
Working with your Manager/Mentor
  • Be a good listener when interacting with your mentor. Developing your knowledge base is critical at this time and you will also develop a reputation as a good listener.
  • Make the most of each interaction with your mentor(s) by consulting with them on some of the training issues that you are facing. Learn what each of them has to say and thank them for their insights to build an enduring relationship.
©1993-2022 Selection Testing Consultants International Ltd.



Investigative Orientation

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

Build Good Habits

  • Push yourself to pay more attention to detail then you normally would during the product knowledge and certification study phase.
  • Write important points down so that you remember them.
  • Develop good relations with colleagues who can provide support on more technical or unusual issues.
Product Knowledge/Certification
  • Make it a point to pay attention to new product information so that you have a working knowledge of them.
  • Focus on the essential concepts first and then delve into some of the more difficult material so that you have a good knowledge of the ‘big picture' which you can support by focusing on the essential technical detail.
  • If you need to be certified or get a license, spend more time than you might normally do, studying for your license. You may find some of the material very technical but can master it through hard work and good use of your resources.
Building Your Business
  • Be sure to ask open ended questions and pay attention to what the clients are telling you.
  • Read the headlines in the business section of the newspaper to be aware of any legislation or business trends that could affect you and your clients.
  • Set aside regular time each week to review your product information, focusing on the most important or popular products but staying aware of less well-known options as well.
  • Read the business section of the newspaper to be aware of any legislation or business trends that could affect you and your clients.
  • Develop good relationships with those who can provide expertise on some of the issues that do not interest you but learn the essentials before you ask for their expertise.
Working with your Manager/Mentor
  • Develop good relationships with your mentor and the company's sales and technical people as they will be able to provide insights into some of the issues that you may find either uninteresting or difficult.
  • Be a good listener when you spend time with your mentor. His/her insights may make the difference between passing and failing license exams.
  • Get your Manager/Mentor to challenge you on improving your knowledge of this business.
  • Look for feedback on your sales process.
©1993-2022 Selection Testing Consultants International Ltd.



Self Confidence

You may sometimes feel that you have very little control over events and circumstances. You may feel that outside factors affect your performance and may not be comfortable with criticism. Build your confidence using some of the following techniques:

Build Good Habits

  • When not feeling in control or lacking confidence, it is important to build success by doing the things that you do well. (eg. If you understand some of the material well, review it and feel good about it before taking on the more challenging material).
  • When you achieve even minor successes, remember that it was you who did it and not luck or some other outside influence. Take responsibility for your success.
  • Effort is an excellent way to re-build confidence. By setting out to get something done, we have already started to achieve but sticking with it when the going gets tough is an even greater achievement. Even when the results are unsatisfactory, if you worked hard you have demonstrated that you can take control of a situation where others may have quit.
  • If you have trouble understanding what you need to learn, ask your mentor to explain it to you rather than agonizing over it.
  • Reflect on your success when you understand a product well or have completed a study module successfully.
  • Incorporate your new product knowledge into your own personal marketing piece so that you understand that you may have some expertise that your friends and family do not have.
Building Your Business
  • In each contact meeting focus on your strengths and use them most often.
  • Be aware of growth opportunities and address them when you are feeling good about a successful contact meeting or some other personal strength. Build and maintain your confidence by being aware of your strengths (build conscious competence) and using them as much as possible to get things done. People build on success and success builds confidence.
  • When you do not get the results that you want, focus on the things that you did well and can control such as your effort.
  • Effort is always an excellent way to re-build confidence. By setting out to get something done, we have already started to achieve but sticking with it when the going gets tough is an even greater achievement. Even when the results are unsatisfactory, if you worked hard you have demonstrated that you can take control of a situation where others may have quit.
Working with your Manager/Mentor
  • Discuss your strengths with your mentor and ask for advice on the best way for you to apply them.
  • Effort is an excellent way to re-build confidence. By working hard, your Manager/Mentor will be able to see that you are doing your part and he or she will do his/her part by helping you through coaching.
©1993-2022 Selection Testing Consultants International Ltd.


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Lifestyle Management

You are currently showing signs that you are having some difficulty dealing with stress. You may be experiencing a significant amount of stress without having good strategies to cope with it. People who are not coping effectively with stress can provide inconsistent performance and may need support from an understanding supervisor.

Build Good Habits

  • Identify the things that are causing you stress and evaluate whether your approach to coping with these stressors is effective.
  • If your stress levels are higher than normal, try to eliminate some of your non-essential responsibilities.
  • Identify negative thinking and behavior patterns and replace them with more positive ones.
  • Seek to treat stressful situations as challenges.
  • Ask for the advice of others who are coping effectively with some of the same issues that you are.
  • Seek stress coping strategies from the library, public health units, the internet and the popular media.
Product Knowledge/Certification
  • Indicate that you are feeling somewhat overloaded and look for help in defining the essential and non-essential tasks.
  • Ask for coaching on organizing your workload.
©1993-2022 Selection Testing Consultants International Ltd.


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Call Reluctance

You have some attitudinal issues that could cause you to have difficulty dealing with call reluctance when doing a market survey. This is a critical point for you to address if you are going to be successful in a sales career. Your attitude is up to you and if you don't think sales is right for you, you will have to change your view of sales or look for a different type of career.

Build Good Habits

  • No one likes rejection but you are encouraged to view it as non-personal. Understand that some have negative views about sales people based on their experiences.
  • Learn to deal with rejection quickly and move on to the next prospect. Dwelling on it will build the wrong type of inertia.
Product Knowledge/Certification
  • Focus on the high quality of the products and services that your company provides so that you will feel comfortable with value that you are providing to your prospects and clients.
Building Your Business
  • When people won't talk to you or help with a market survey it is more likely that they are worried about how their friends would react than rejecting you personally.
  • Reassure people with your professionalism by demonstrating tactfulness and good judgment.
Working with your Manager/Mentor
  • Ask your mentor or a successful sales rep for advice on dealing with any issues around rejection, prospecting or sales as a career.
  • Ask for coaching on the issue of market surveys and how to get appointments.
©1993-2022 Selection Testing Consultants International Ltd.


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Listening Style

Your responses indicate that you may have some areas for growth in your approach to listening. You may have some difficulty listening attentively to others for long periods of time. You may also need development in actively listening to the needs and/or concerns of clients, peers and others. Your approach to listening may be a concern in areas that involved considerable interaction with clients.

Self Coaching Strategies

  • Try to monitor your interactions with clients, peers and others on a regular basis in order to evaluate your handling of these interactions.
Work Well with your Manager/Mentor
  • Ask your mentor for feedback on your approach to listening.
  • Develop your approach to listening through role-playing potential interactions that you will encounter with clients, peers or others.
©1993-2022 Selection Testing Consultants International Ltd.