ProfileXT ™
CONFIDENTIAL
SALES MANAGEMENT REPORT
Tuesday, March 15, 2011
Sally Sample
Generic (Internal sales)
Synergistic Outcomes
3 Moore Palms
323 Moore Road, Glenwood
Durban, kzn  4001
27 31 201 7917
Pattern Date: 3/15/2011 4:30:19 AM

Introduction	

	

The Sales Management Report for Sally Sample provides information that can be helpful in managing, motivating, and coaching Sally for increased productivity.  This report reflects the responses provided by Sally Sample when she completed the Profile XT assessment.  Results are illustrated on a scale from 1 to 10.  The darker area on the scale represents the Job Match target pattern selected by your company for the position.  The enlarged segment of the scale shows where Sally scored.  If the enlarged segment is dark, Sally is in the Job Match pattern; if it is light, she is not.  Information about Sally is reported in these five categories:

o	Profile for Thinking Style – Learning index, Verbal Skill, Verbal Reasoning, Numerical Ability, and Numeric Reasoning.
o	Profile for Behavioral Traits – Energy Level, Assertiveness, Sociability, Manageability, Attitude, Decisiveness, Accommodating, Independence, and Objective Judgment.
o	Profile for Interests – Enterprising, Financial/Administrative, People Service, Creative, Technical, and Mechanical.
o	The Total Person – Additional information regarding Sally and the significance of her scores.
o	Coaching Recommendations – Ideas for your consideration when coaching Sally.

Please consult the User’s Guide for additional information on using these results in working with Sally.

Profile for Thinking Style	

	

The darker shading represents the Job Match Pattern for the role of this pattern.  The larger box indicates this individual’s score.

Learning Index – An index of expected learning, reasoning and problem solving potential. 

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Verbal Skill – A measure of verbal skill through vocabulary. 

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Verbal Reasoning – Using words as a basis in reasoning and problem solving. 

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Numerical Ability – A measure of numeric calculation ability. 

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Numeric Reasoning – Using numbers as a basis in reasoning and problem solving. 

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Profile for Behavioral Traits	

	

Energy Level – Tendency to display endurance and capacity for a fast pace. 

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Assertiveness – Tendency to take charge of people and situations. Leads more than follows. 

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Sociability – Tendency to be outgoing, people-oriented and participate with others. 

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Manageability – Tendency to follow policies, accept external controls and supervision and work within the rules. 

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Attitude – Tendency to have a positive attitude regarding people and outcomes. 

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Decisiveness – Uses available information to make decisions quickly. 

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Accommodating – Tendency to be friendly, cooperative, agreeable. To be a team person. 

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Independence – Tendency to be self-reliant, self-directed, to take independent action and make own decisions. 

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Objective Judgment – The ability to think clearly and be objective in decision-making. 

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Profile for Interests	

	
For the Job Match Pattern under consideration, the top three interests in descending order are: People Service, Enterprising, and Financial/Admin.  The other three interests have no impact on this position.  The top three interests for Sally in descending order are: Mechanical, Enterprising, and People Service.  Ms. Sample shares two of these interest areas: People Service and Enterprising

Top three Interests for this sales position

People Service – Indicated interest in activities such as helping people and promoting the welfare of others. 

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Enterprising – Indicated interest in activities associated with persuading others and presenting plans. 

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Financial/Admin – Indicated interest in activities such as organizing information or business procedures. 

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Interests not relevant to this sales position

Technical – Indicated interest in scientific activities, technical data and research. 

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Mechanical – Indicated interest in working with tools, equipment and machinery. 

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Creative – Indicated interest in activities using imagination, creativity and original ideas. 

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Thinking Style

Learning Index – An index of expected learning, reasoning and problem solving potential. 

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Job Pattern 5-8        Score 5 

		She is generally adaptive in an intellectual sense.
		Upon completing a new sales training program, Ms. Sample should pick up new selling concepts and techniques easily.
		Her overall learning index is above average and suggests a good potential for quickly learning new sales information.
		Overall, Ms. Sample may be expected to complete a typical sales training program with adequate success.

 

Verbal Skill – A measure of verbal skill through vocabulary. 

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Job Pattern 6-8        Score 6 

		Ms. Sample is comfortable analyzing basic written and verbal information.
		Sally should be capable of learning to apply basic communication principles to new, more complex sales presentations as necessary.
		She demonstrates a level of verbal skill equivalent to most people in the general population.
		Ms. Sample should be able to grasp simple communication principles that apply to the sales process.

 

Verbal Reasoning – Using words as a basis in reasoning and problem solving. 

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Job Pattern 6-8        Score 5 

		Ms. Sample is proficient in the use of words and language.
		She demonstrates adequate, and in some areas, good verbal skill; certain techniques and complexities will need training before she will be comfortable using them in a sales presentation.
		Sally would not be expected to have any difficulty in effectively communicating thoughts and ideas to prospects or clients.
		Ms. Sample probably will assimilate new information with success, commensurate with the general population.

 

Numerical Ability – A measure of numeric calculation ability. 

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Job Pattern 5-7        Score 3 

		She may require a calculator or computer to handle some numerical problems.
		Ms. Sample may initially need extra time in mentally computing numerical information.
		Sally may not have had much recent opportunity to use numbers while selling.
		With training and experience, Ms. Sample should be able to more quickly and accurately carry out mathematical functions as they apply to the job.

 

Numeric Reasoning – Using numbers as a basis in reasoning and problem solving. 

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Job Pattern 5-7        Score 8 

		Ms. Sample demonstrates a strong ability to solve problems of a numerical nature.
		She completes numerical problems with greater success than the general population.
		Ms. Sample works well with numbers and numerical concepts.
		Sally grasps numerical concepts readily.

 
Behavioral Traits

Energy Level – Tendency to display endurance and capacity for a fast pace. 

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Job Pattern 7-9        Score 5 

		On occasions that require extra hours of work, she may feel more stress as the duties of this sales position make demands on her personal time.
		Ms. Sample acts with a sense of urgency, if she takes time to reenergize on occasion.
		She is moderately energetic; her work pace will be stable and methodical for the most part. However, when the workload reaches extremes, you may notice an increase in her response to stress.
		Ms. Sample generally focuses on timely results. However, her pace may lag when attending to several clients at once.

 

Assertiveness – Tendency to take charge of people and situations. Leads more than follows. 

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Job Pattern 7-9        Score 6 

		Ms. Sample is willing to take command of a sales situation more often than relenting to an aggressive negotiator.
		Sally appears to be a fairly assertive individual who achieves sales through leadership. In most cases, she will contribute well in a sales team's discussions, but occasionally her leadership may lead to aggressiveness.
		Ms. Sample is motivated by situations in which she determines the objectives of a sales team.
		She seems to enjoy the opportunity to lead a sales team. However, when she feels strongly about an issue, Ms. Sample may attempt to persuade others in a dominating manner.

 

Sociability – Tendency to be outgoing, people-oriented and participate with others. 

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Job Pattern 6-8        Score 7 

		She prefers to foster team-oriented sales goals and processes, maintaining contact, and keeping up with the issues of common concern with clients.
		Ms. Sample is generally inclined to promote the benefits of teamwork, interacting with a sales team in the process of achieving sales goals.
		Ms. Sample is fairly sociable. She tends to be aware of the necessity for keeping lines of communication open with clients.
		Sally prefers sociable interactions with clients. In situations of high stress, she may become frustrated if interactions with clients become too impersonal.

 

Manageability – Tendency to follow policies, accept external controls and supervision and work within the rules. 

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Job Pattern 5-7        Score 5 

		Ms. Sample would relate to authority in a generally cooperative and compliant manner more often if she appreciated specific procedures more.
		She has an attitude typical of many salespeople regarding authority and rules, with a generally compliant interpersonal style limited by a strong preference for creative thinking.
		Sally demonstrates a generally compliant interpersonal style. She can work within the rules, but prefers as much freedom from restriction as possible when attending to sales goals.
		Ms. Sample may relate to authority in a respectful manner, but must also have the freedom to express personal freedom in her sales duties.

 

Attitude – Tendency to have a positive attitude regarding people and outcomes. 

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Job Pattern 6-8        Score 6 

		Ms. Sample demonstrates a positive attitude regarding the outcome of her sales pursuits in general, occasionally at the expense of pragmatism.
		Sally tends to express positive expectations for the outcome of sales negotiations and deal making.
		She is usually hopeful for positive outcomes as the result of a negotiation.
		Ms. Sample has a tendency to trust prospects and have faith in the outcome of the sale.

 

Decisiveness – Uses available information to make decisions quickly. 

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Job Pattern 6-8        Score 5 

		Sally thinks through the ramifications of her decisions, assuming the time available to close the deal allows for such deliberation.
		She can be effective in sales positions which require timely results while respecting adequate preparations and forethought.
		She can be an expedient decision-maker when given enough time and information, but has difficulty taking decisive action if she feels hurried or unprepared for the sale.
		Sally tends to be a cautious salesperson, preferring to wait for more information before taking action.

 

Accommodating – Tendency to be friendly, cooperative, agreeable. To be a team person. 

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Job Pattern 5-7        Score 7 

		Ms. Sample typically recognizes the need to cooperate with others. She is usually willing to share her resources and information, as long as the sacrifices made do not threaten her primary goals concerned with profitable sales.
		She is usually not inclined to compete for goals that sacrifice the overall plans of the sales team. However, her demeanor will not be so passive or accommodating that she ignores her primary ambitions.
		Ms. Sample tends to have a cooperative outlook, generally prepared to help clients and meet their needs, while maintaining sight of her competitive sales goals.
		Sally is generally cooperative with others, including clients and associates. She is not inclined, however, to sacrifice too much of her time, money, or effort for a profitless or superficial goal.

 

Independence – Tendency to be self-reliant, self-directed, to take independent action and make own decisions. 

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Job Pattern 4-6        Score 7 

		She usually prefers to achieve sales goals independently.
		Sally appreciates the opportunity to conduct sales in a self-reliant fashion, while avoiding a seriously individualistic stance.
		Ms. Sample usually prefers freedom from controls, close supervision, and organizational constraints, but can accept the guidance of a sales manager when the situation demands it.
		Ms. Sample prefers to be trusted to meet her sales commitments without close supervision. On such an occasion, particularly under stress, Ms. Sample may resist managerial intrusion.

 

Objective Judgment – The ability to think clearly and be objective in decision-making. 

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Job Pattern 6-8        Score 8 

		Her judgment and decisions should indicate highly consistent usage of her objectivity.
		Ms. Sample consistently utilizes objective judgment when creating solutions for a client.
		Sally consistently takes an objective stance, based on available data, when solving problems for a client.
		She is highly inclined to make objective judgments, applying experience to current sales situations.

 
Occupational Interests
The Interest section assesses the relative interests between the six interest areas.  The top three interests for Ms. Sample are shown here, along with the top three interests for the Generic (Internal sales) position.  Note that Sally shares TWO top interests with the requirements of this position.

TOP THREE areas of interest for 
Sally Sample.

TOP THREE areas of interest for the position of Generic (Internal sales).

Indicated interest in activities such as helping people and promoting the welfare of others.

People Service 

Enterprising 

Indicated interest in working with tools, equipment and machinery.

Mechanical 

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Indicated interest in activities associated with persuading others and presenting plans.

Indicated interest in activities associated with persuading others and presenting plans.

Enterprising 

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Indicated interest in activities such as organizing information or business procedures. 

Indicated interest in activities such as helping people and promoting the welfare of others. 

Financial/Admin 

People Service 

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Ms. Sample's interests are focused in the Enterprising, Mechanical and People Service themes on the ProfileXT. She appreciates the entrepreneurial aspects of various work settings and working with people motivates her often. Opportunities for seeing the tangible results of her work at the end of the day appear to help drive her efforts.
With Mechanical as her primary area of interest, Ms. Sample is likely to seek out sales activities that involve practical objectives and product utility. If she can contribute to her sales presentation in this way, she is more likely to feel enthusiastic about the sales process. Secondly, she is motivated by the entrepreneurial world of business, as seen in her interest in the Enterprising area. Sales and competition serve to enhance her motivation on the job. Finally, her interest in People Service activities rounds out her interest profile. This may not be the central focus of her interests, but helping a client through sales-related services is likely to enhance the selling experience, nonetheless. 
Notice:
As discussed in the User’s Guide for this product, this job pattern approach to matching individuals to a position provides information of great value and should be an important part of the placement decision.  However, the user is reminded that the results from any assessment should never make up more than a third of the final decision.

Sally Sample scored outside the Job Match Pattern for this sales position in the following areas.  When working with Sally Sample, you might consider the following:

THINKING

Verbal Reasoning – Using words as a basis in reasoning and problem solving. 

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Job Pattern 6-8        Score 5 

While Ms. Sample achieved a Verbal Reasoning score comparable to most people, it is below the Job Match Pattern for this sales position. This suggests that her ability to use words as a basis in reasoning is moderately less than the position typically requires. However, she may have no problem with the capability to sell in this challenging area with appropriate training and supervision. Discussions with her should explore whether the requirements of the position may be too challenging for Ms. Sample. 

		Ms. Sample requires additional time to process verbal information. She should limit verbal communications to highly structured and direct content. Review information and ask for clarity in her communications.
		In some situations, especially with complex sales ideas, Ms. Sample may require additional time to understand the implications. Offer applied explanations of the information as needed.
		Understanding the deeper meaning of complex ideas may require deliberation and consideration on her part. Observe her effectiveness in solving sales problems verbally and offer assistance through appropriate training.
		Maintain close observation to be certain that verbal information is clearly understood by Ms. Sample, to help overcome any weaknesses in verbal problem solving.

 
Numerical Ability – A measure of numeric calculation ability. 

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Job Pattern 5-7        Score 3 

On the Numerical Ability scale, Ms. Sample is below the Job Match Pattern for this sales position. This suggests that her numeric calculation ability is less than the position typically requires and that she could have a problem with figuring data when selling. Discussions with her should determine her potential for training, otherwise the position may be overly challenging and could lead to frustration. 

		Observe her performance in calculating numerical data. Aid her, as needed, with a mentor or formalized sales training.
		Ms. Sample requires additional time to process numerical information. Provide assistance in the form of available tools to aid in calculations when she is working with a prospect.
		She may become frustrated by tasks involving the calculation of data. Provide sales training in appropriate mathematical areas and give consistent feedback.
		To facilitate her development, you will need to have Sally trained in fundamental mathematics relevant to her selling.

 
Numeric Reasoning – Using numbers as a basis in reasoning and problem solving. 

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Job Pattern 5-7        Score 8 

On the Numerical Reasoning scale, Ms. Sample is above the Job Match Pattern for this sales position. This suggests that her ability to analyze data as part of the decision making process is greater than the position typically requires and that she may not be sufficiently challenged to maintain her interest and/or level of performance. 

		Ms. Sample is very capable of assimilating numerical data to make sales decisions, but may be frustrated by a lack of challenge in this sales position. Address frustrations and provide ways to challenge her abilities.
		To avoid miscommunications when Sally is expressing complex numerical information to prospects, encourage her to utilize proper communication techniques that emphasize a common level of understanding between the client and herself.
		Ms. Sample may be far more proficient in processing numerical information than is required for this sales position. She may experience frustration if not sufficiently challenged, but if little opportunity exists to practice this skill, then focusing on her motivational level may be appropriate.
		When making budgetary decisions, Sally can rapidly see where resources may be reallocated or redistributed, but may require additional or advanced assignments to make use of this ability and avoid a lack in motivation.

 BEHAVIORAL TRAITS

Energy Level – Tendency to display endurance and capacity for a fast pace. 

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Job Pattern 7-9        Score 5 

While Ms. Sample achieved an Energy Level score in the mid-range, it is below the Job Match Pattern for this position. Her capacity to demonstrate intensity may be somewhat limited for this sales position. As a result, she is likely to show one or more of the following tendencies: 

		On occasions that require extra hours of work, she may feel that the duties of this sales position are infringing on her personal time.
		Ms. Sample may act with a sense of urgency, if not overloaded with too many sales projects.
		She is moderately energetic, but when the workload reaches extremes, you may notice greater frustration due to the fast pace required.
		Ms. Sample may focus on timely results, if her work pace is not overextended by attending to several clients at once.
	
Coaching Suggestions

		Discussions with her should explore the possibility that the pace of this sales position may sometimes lead to frustration and an eventual reduction in satisfaction and performance.
		Provide a structured environment in which to work and maintain short-term goals to help her monitor her effectiveness for achieving long-term sales goals.
		Coach her on effective time management techniques and provide occasional rewards for efficient and timely sales results.
		Maintain open communication and observe her energy level, providing opportunities, when possible, for her to gather her reserves. Congratulate her efforts to stay driven and energized in her sales activities.
		Consistently reward her initial efforts to maintain a fast pace, eventually increasing the time between rewards for her extensive hours and energetic performance. If her motivation and energy happen to falter, step back to more repetitive rewards until she adjusts.

Assertiveness – Tendency to take charge of people and situations. Leads more than follows. 

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Job Pattern 7-9        Score 6 

While Ms. Sample achieved an Assertiveness score comparable to most people, it is below the Job Match Pattern for this sales position. Her willingness to take charge is moderately less than this position typically requires. This indicates that her performance could be limited by one or more of the following tendencies: 

		Sally tends to prefer sales negotiations that are non-confrontational and do not call for an aggressive stance.
		Ms. Sample is slow to be assertive, tending to be more of a follower than a leader.
		She prefers to be a listener when negotiating a sale, less comfortable as a leader than as a facilitative player. Ms. Sample will tend to accept the client’s perspective, despite personal disagreements.
	
Coaching Suggestions

		Take an active role as a mediator and facilitator for Ms. Sample. In sales meetings, foster her ability to stand firm in conversations with the sales team and prospects as well.
		Discussions with her should explore her potential for assertive negotiating.
		Encourage debate and the expression of alternate viewpoints when possible, balanced by more training in standing firm for the right reasons.
		When locked in competition with others, she may need feedback concerning her tendency to submit in a high stress sales situation.
		Confront her hesitance to express herself during the sale by encouraging participation in sales meetings and discussing her input afterward.

Decisiveness – Uses available information to make decisions quickly. 

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Job Pattern 6-8        Score 5 

While Ms. Sample achieved a Decisiveness score comparable to most people, it is below the Job Match Pattern for this particular position. Her ability to make quick decisions confidently may be less than the position typically requires and she could encounter some frustration under stress situations. This indicates that Ms. Sample is inclined to demonstrate any one or more of the following tendencies: 

		She can be an expedient decision-maker when given enough time and information, but has difficulty taking decisive action if she feels hurried or unprepared for the sale.
		Ms. Sample may occasionally delay important sales decisions, especially when she feels that preparations or organization need attending to first.
		Ms. Sample prefers to close a deal or make other decisions in a fairly cautious way, suspicious of the consequences and less aware of the need for timeliness.
	
Coaching Suggestions

		When under stress, Ms. Sample tends to make decisions patiently, so emphasize the importance of deadlines and making decisions without extended analysis.
		Provide training in risk management as well as how to handle stress. This should improve the time necessary for Ms. Sample to make snap decisions under pressure.
		Discussions with her should explore her potential for making decisions in a more timely manner after adequate training and analysis.
		If Sally responds poorly to making quick decisions, encourage her by saying that we have to take risks when decisions are required in a timely manner. Build this risk acceptance by providing low risk situations, then building the potential for risk as she adapts.
		Build her enthusiasm to be more decisive by example of your own capacity to act with a sense of urgency, even when under stress.

Independence – Tendency to be self-reliant, self-directed, to take independent action and make own decisions. 

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Job Pattern 4-6        Score 7 

On the Independence scale, Ms. Sample is above the Job Match Pattern for this sales position. Her self-reliance is greater than the position typically requires and she may become frustrated by the level of supervisory attention typical of this sales role. Her performance could be limited by one or more of the following tendencies: 

		Sally is a highly independent salesperson who prefers minimal guidance and coaching. Her high level of independence may create frustrations for an exceptionally intrusive sales manager.
		Ms. Sample would rather undertake sales projects independently, seeking support only when absolutely necessary to complete the deal.
		She is highly independent, possibly requiring constant redirection in a sales environment that does not encourage this much autonomy.
		Ms. Sample prefers to pursue prospects on her own and will resist what she perceives as micro-management. She can become impatient with a sales manager or executive that demands constant progress updates.
	
Coaching Suggestions

		Reinforce her acceptance of a structured sales environment. Reward her efforts to concede to this structure by allowing some independence in areas of lesser concern.
		Handle with care when collaboration and structure are required, but remain authoritative. Encourage a consultative relationship when her independence is contrary to the organization’s sales objectives.
		Discussions with Sally should explore the possibility that this sales position may frustrate her independence and lead to a lowered sense of autonomy and freedom.
		When possible, allow Ms. Sample some breathing room to let off the pressure she experiences from supervisory attention. Remain authoritative without becoming authoritarian so that she may adapt more readily, focusing more on salesmanship than her ability to appreciate your office traditions.
		Maintain open communication with her to foster a closer supervisory relationship. Listen to her when she appears frustrated by the attentions of a supervisor and recognize her positive performance.

OCCUPATIONAL INTERESTS

Financial/Admin – Indicated interest in activities such as organizing information or business procedures. 

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 Administrative duties are favored by those who match the Job Match Pattern for this sales position. However, the activities associated with the Financial/Administrative theme may not motivate Ms. Sample as much as the other salespersons. A little variety on the job that involves tasks, in addition to those of an administrative nature, would probably be more interesting to her.