PREDICTOR OF POTENTIAL

POP7.0™



CONTENTSPage

P.O.P. Science Score2
Summary of Scores & Cautions3
P.O.P. Snapshot of Sales Potential4
Management Preview5
Selection Considerations6
Interview Questions-
Responses from Opinions Section-
Training & Coaching Suggestions-
Retention Prospects-
Candidate Feedback-

Coaching Guide For Managers
Self-Coaching Guide For Individuals




#REBWM8NX7B3K
2019/09/03

Name:SAMPLE SAMPLE
Telephone:4167460444
Email:service@selfmgmt.com
Requested By:Sample Reports
© 1979-2018 Selection Testing Consultants International Ltd.
 
PREDICTOR OF POTENTIAL POP7.0™P.O.P. Science Score

OVERALL RECOMMENDATION

PROCEED WITH EXTREME CAUTION
PROCEED WITH CAUTION
PROCEED
PROBABILITY OF SUCCESS
P.O.P. SCIENCE SCORE
 Score Rating
EP = Enterprising Potential
Predicts daily activity and survival
      61     
If EP is 60 or higher5
If EP 40 - 594
If EP 20 - 393
If EP is less than 202
      5     
AP = Achievement Potential
Describes motivational factors and predicts closing style

IP = Independence Potential
Describes the comfort and need for structure and systems
      -3     



     -3     
Subtract 1 if:
AP is less than -5
or
IP is less than -25
     0     
SD = Self Directed
Reflects feelings of being in control

CR = Call Reluctance
Reflects candidate's attitudes about prospecting, handling rejection and sales as a career.
      61     


     83     
Subtract 1 if:
SD is less than 25
or
CR is less than 30
      0     
 FINAL POP7.0™ RATING (min. 1)
      5     
Science Rating
© 1979-2018 Selection Testing Consultants International Ltd.
 
PREDICTOR OF POTENTIAL POP7.0™Summary of Scores & Cautions

SUMMARY OF SCORES & CAUTIONS

EPENTERPRISING POTENTIAL (EP)
 
61
 STRONGAVERAGEMARGINAL                     WEAK

APACHIEVEMENT POTENTIAL (AP)
 
-3
 $ AND/OR CHALLENGEPEOPLE AND SERVICESAFETY AND SECURITY

IPINDEPENDENCE POTENTIAL (IP)
 
-3
 VERY INDEPENDENTINDEPENDENCE ORIENTEDTEAM ORIENTED     VERY DEPENDENT

PSPREDICTOR SCORE (PS)
 
61
 VERY STRONG           STRONGAVERAGEBELOW AVERAGE            CAUTION

COMMUNICATION STYLEATTITUDES
 
POPEOPLE ORIENTATION
 
31
 Warm/Friendly/SociableBuilds Relationships over Longer Term
INVINVESTIGATIVE ORIENTATION
 
-3
 Systematic/AnalyticalLearns the Necessities

6184-3-361
EPBLAPIPPS





       61       80       83       50       38
Self DirectedLifestyle ManagementCall ReluctanceListening StyleUncertainty Coefficient

© 1979-2018 Selection Testing Consultants International Ltd.
 
PREDICTOR OF POTENTIAL POP7.0™Snapshot of Sales Potential

SNAPSHOT OF SALES POTENTIAL

EP - Enterprising Potential
A Self Manager
A NaturalWith CoachingNeeds Development
A Good 'Prospector'
Coach to ExcellenceWith TrainingNeeds Structure

AP - Achievement Potential
Motivational Profile
$ And/Or ChallengePeople and ServiceSafety and Security
Closing Style
StrongOkayNeeds Development

IP - Independence Potential
Approach to structure
Dislikes StructureCan IntegrateRequires Structure

PO - People Orientation
A People Person?
Very sociableBalancedLong Term Relationships

AO - Analytical Orientation
Analytical
Systematical/Analytical Learns the Necessities

Attitudes
Listening Style
Very Good Listener Needs Coaching
Lifestyle Management
Handles Stress Well Stress Management Training Would Help

SD - Self Directed
Controls Self
Totally in ControlYesNeeds Coaching

© 1979-2018 Selection Testing Consultants International Ltd.
 
PREDICTOR OF POTENTIAL POP7.0™Management Preview

MANAGEMENT PREVIEW

Performance Management

Potentially demandingAccepting of modest performance

An indicator of performance expectations as they relate to managing a sales force.

Leadership Style

AutocraticDemocraticTeam Member

A measurement of natural leadership style and approach with others.

Training & Development

ExcellentGoodCaution

The natural inclination to train and develop new representatives.

Recruiting/Attraction

ExcellentGoodCaution

The potential to attract a high volume of recruits.

OVERALL PREVIEW

ExcellentGoodFunctional

An overall assessment of potential as a sales manager.

© 1979-2018 Selection Testing Consultants International Ltd.
 
PREDICTOR OF POTENTIAL POP7.0™Selection Considerations

SELECTION CONSIDERATIONS

Enterprising Potential (E.P.): In competitive business environments, their strength on the E.P. Scale would indicate a strong potential for basic survival. This individual should have a very strong natural inclination towards being a self-manager. Given formal training in planning and time management skills, this individual should be able to make a routine of the daily effort required to maintain the basic contact activities essential for survival in demanding business opportunities.

Achievement Potential (A.P.): This A.P. Scale result is below average and warrants a caution no matter what the results are on other measures. This low a score on the A.P. Scale indicates an extremely high probability that this person will not be able to become involved wholeheartedly in and committed to any job which has the earning of a high income as one of its prime purposes. This individual could have some quick successes in a 'honeymoon' period but the likelihood of their remaining effective over a longer time is very low unless this individual can develop an unusually powerful emotional as well as intellectual commitment to the product and service.

Independence Potential (I.P.): This is a relatively neutral score on the I.P. Scale. Scores in this range normally reflect people who are modestly independent but are able to adapt to a structured environment. It is a good fit for a sales culture that is relatively structured but allows some room for individual initiative.

People Orientation (P.O.): This is a very strong result on the P.O. Score. This person will find a position with lots of interaction with new people to be a real plus. Keep in mind as well, that people who are extremely people-oriented can also be sensitive to rejection if the interaction feels wrong.

Investigative Orientation (INV.): This is an average to low average result on the INV. Score. If this individual has successfully completed some program of training in the last few years, this will be an indication that this individual should be able to succeed at most basic training programs.

Call Reluctance
This person is very comfortable managing call reluctance and this individual would not require much support to deal with call reluctance from an attitudinal perspective.

Managing Rejection: Their high score on the managing rejection scale indicates that this individual would tend to perceive the sales process in a very objective manner. This individual would be primarily focused on identifying client needs rather than on how the client was responding to them personally during the sales process. This individual would not likely take rejection personally in the sales process. This individual is very unlikely to confuse a client's feelings about the product with feelings toward them personally.

Prospecting Orientation: This person would enjoy and be quite comfortable in dealing with prospects in their natural market providing this individual has a suitable commitment to the product or service that this individual is presenting. Prospecting in cold markets would provide a positive challenge with appropriate training and joint field work with a mentor or manager.

Commitment to a Sales Career: The recruiting process should explore the motivation of this individual for considering a sales career. It will be essential to assure that this individual wants the benefits associated with a sales career rather than simply not being satisfied with their current job or employment situation. Management should avoid over selling the career during the hiring process. Ask them for their career goals rather than outlining all the features of a career in sales.
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