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.


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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.
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Commitment and Growth

Fit to Sales Career

You are very well suited to competitive sales and have the attributes to make you successful in this field.

Self Coaching Strategies

  • Use this report to identify your strengths and how to use them.
  • Make a personal commitment to your sales career in order to take full advantage of your potential.
  • Set high standards for yourself in terms of activity and results. You can control the activity and the results will follow if you keep working and improving your skill set.
  • Outwork the competition
Work Well with your Manager/Mentor
  • Meet regularly with your Manager/Mentor and use those meetings to learn what you are doing well and how to leverage your strengths.
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Building Success Habits

Enterprising Potential (Self Management)

You are very enterprising, competitive, determined and goal oriented. You have the potential to be very successful. During the period of your orientation and training, it will be important for you to build the type of success habits that you can carry throughout your career. As you start to grow your business we recommend that you consult with your Manager/Mentor on the daily and weekly habits that you will need to become successful.

Build Good Habits

  • Set daily and weekly progress goals for yourself.
  • Plan and record the plan for your 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.
  • Commit to your plan and exceed your goals if you find that you have the time and energy.
  • When hard work becomes a habit, the work gets easier, you become more effective and the financial rewards will follow.
  • Reward yourself for keeping your commitments.
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.
  • Make certain that you set aside enough time to do your daily work. Take control.
Building Your Business
  • Develop a consistent daily schedule and follow it until it is a regular habit.
  • Decide upon a number of calls that you are willing to make each day and make them.
  • Set goals for activities which you can control such as calls, meetings, hours working on specific projects, etc.
  • Commit to your goals.
  • Monitor your activity and reward yourself for completing all your calls and other activities.
  • It is okay to feel guilty if you do not honor your commitments. If you are feeling guilty, determine why and re-work your daily plan.
  • If you are doing market research or building a referral network, commit to a number of real contacts each day.
  • Outwork the competition.
Working with your Manager/Mentor
  • Schedule weekly development interviews with your mentor to discuss your progress, your goals and what you need to do to keep on target.
  • Prepare for each meeting with a review of your activities.
  • Advise your mentor about what you are doing well and seek out one or two growth opportunities.
  • Integrate your mentor's feedback into your planning for the next week.
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Acheivement Potential (Motivation)

You are highly motivated by challenge and the need to achieve. You are prepared to work hard but you can be impatient and may have a high sense of urgency. Your motivational profile is similar to successful sales people who are strong closers in the sales process.

Build Good Habits

  • Organize your schedule to allow enough time to meet all your challenges.
  • Design a scorecard for yourself to keep score and monitor your achievements.
Product Knowledge/Certification
  • Challenge yourself during this phase by setting high standards for yourself and even by competing with a peer who is also inclined to compete.
  • Challenge yourself to get your assignments done ahead of time while keeping the quality of your work to a high standard.
Building Your Business
  • Use each interaction with a potential client as an opportunity to refine your presentation.
  • You may have a tendency to go too quickly so learn to pace your presentation accordingly.
  • Organize your time effectively so that you are doing the things that make it possible to achieve the challenges you set for yourself (see section on Self Management).
  • Challenge yourself by competing with a peer who is also inclined to compete.
  • Stretch yourself gradually but continuously.
  • Work on your sales process to make sure that the pace is suitable for the client or prospect.
  • Practice patience during the sales process.
Working with your Manager/Mentor
  • Consult with your mentor to see if you can complete any of the learning steps ahead of schedule.
  • If you are doing well on your studies, ask your mentor for suggestions on how you may get ahead of schedule.
  • Consult with your sales manager on your closing style.
  • Ask your mentor or manager for suggestions on how to challenge yourself constructively.
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Independence Potential

You are independent, demanding and enjoy a flexible environment that allows you to develop your own structure and systems. By building good habits you will be able to develop an approach that works for you and lets you integrate your company's techniques into it.

Build Good Habits

  • Once you have developed your approach to learning, studying for your license etc., make it part of your daily habits because following your own approach consistently will be better than inconsistent work habits.
Product Knowledge/Certification
  • You can work alone without supervision so make a point of understanding the essentials of what you need to learn so that if you find yourself working on your own, at least you will be well aware of what you must know to succeed.
  • Focus your resourcefulness on learning about the company products and/or getting certified. Becoming licensed or certified can be a very structured process but you will have to be aware of relevant regulations to both pass and to be effective in the future.
Building Your Business
  • Integrate the company materials and methods into your approach to researching the market or building a client base.
  • Demonstrate your thorough knowledge of your company's products and your manager/mentor will be more comfortable with your independent approach.
  • Being a strong self manager and making effective use of your time will help you earn more independence. By demonstrating that you are well organized, competent and committed to your career, you will earn the respect of your peers and managers.
Working with your Manager/Mentor
  • Discuss the type and amount of feedback that you need with your trainer or mentor.
  • Learn to get the essentials through good listening and intelligent use of the time you spend with your mentors.
  • Use your resourcefulness to explore other possible solutions to difficult problems. Validate any ‘outside the box solutions' with your mentor.
  • Try new ideas on your manager before you try them on clients.
  • Learn to make effective use of the feedback from your sales manager. Your natural instinct may not be to accept it but the experience of others can make your life much easier if you can integrate it with what you are doing.
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People Orientation

You are very warm, sociable, cheerful, friendly, enthusiastic and outgoing. You are motivated and energized by social interaction and able to build relationships and friendships without difficulty being quite comfortable with other people upon meeting them.

Build Good Habits

  • Ask people about themselves and get them talking so that you can understand their needs.
  • Enjoy the social aspects of a sales career to build rapport and referrals.
  • Be a good listener.
Product Knowledge/Certification
  • You may find working on your own somewhat difficult, so schedule some time to socialize so that you don't feel trapped by your training program. Enjoy these times but do not let yourself fall behind schedule.
Building Your Business
  • Enjoy rapport building and meeting new people as you build your referral network.
  • Be community oriented and active socially so that you keep meeting new people.
Working with your Manager/Mentor
  • Ask for regular development meetings where you can review your work.
  • Ask for feedback on your presentation skills.
  • Make sure that your meetings with your Manager/Mentor have a significant business focus as well as relationship building.
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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.
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Self Confidence

You would be considered to be very confident, in control and able to function effectively on your own. You accept responsibility for your own performance and expect to succeed in your career.

Build Good Habits

  • The best way to maintain your feelings of being capable (which reflect confidence) is to be aware of your strengths (build conscious competence) and use them as much as possible to get things done.
  • Build on the success that you have had so far as success builds confidence.
  • Take responsibility for your own actions.
  • Reflect on your success when you understand a product well or have completed a study module successfully.
  • Take responsibility for your learning.
Building Your Business
  • Take control of what you can control and do it to the best of your ability.
  • Take responsibility for your own actions.
  • Build awareness of what you do well (conscious competence) and do it often.
  • Address your growth opportunities only when you have been successful doing what you do well.
  • 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.
Working with your Manager/Mentor
  • Ask your coach for feedback on your strengths and how to get even better
  • Ask for recommendations on where you could complement your strengths.
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Lifestyle Management

You appear to manage your energy and deal with stress quite well. You will be able to work to deadlines and manage difficult situations and demanding users without suffering the negative effects of stress. Pressure and the ability to cope with stress effectively should even enhance your performance in challenging situations.

Build Good Habits

  • Identify and understand your own stress coping techniques so you can use them in other situations.
  • Continue to manage stressful situations as challenges that you can meet.
  • Share your stress coping strategies with others.
  • Good diet and exercise strategies will help you continue to manage your energy effectively.
Product Knowledge/Certification
  • If your colleagues are showing signs of stress, offer to help through your manager.
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Call Reluctance

You have 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, you do not take rejection personally and should be very comfortable Building Your Business.

Build Good Habits

  • Your comfort with prospecting and rejection should be turned to your advantage by making prospecting a regular habit. Determine how many contacts or calls that you are going to make each day and start making them. Let people know about your new job and ask for future referrals.
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
  • You are comfortable prospecting and should have great success in turning the Building Your Business process into future business by calling your referrals and thanking those who referred you or who gave you referrals.
  • No one likes rejection but you are good at accepting it as non-personal. Some of your contacts may not feel comfortable providing a referral but try to get one by showing your diplomacy and tact.
  • Expect each contact to be successful, even if it is just the fact that you made the effort.
Working with your Manager/Mentor
  • Review your strengths with your mentor and offer to be a mentor to others if it is appropriate.
  • Ask your mentor for additional strategies on how to deal with rejection.
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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.