Scott Sales 01/01/2012

Career Drives

- Group Score:

60.60

Not results focused

Wants Results

Likes to get results.

Low concern with remuneration

High concern with remuneration

Remuneration is less of a motivation than many other factors at work.

Lacks ambition

Entrepreneurial

Very high ambition, likely to be dynamic, but high expectations can cause friction.

Not independent

Very independent

Generally independent, but will comply with organisation requirements. Does not usually require management support.

Likely low self-esteem

Seeks recognition

Normally wants recognition for work done.

Coping

- Group Score:

60.40

Not security conscious

High need for Job security

Has a modest need for security, and likely to take some necessary risks to do well.

Unwilling to take responsibility

Over responsible

Tends to accept too much responsibility, at the risk of becoming overloaded.

Stressed

Relaxed

Generally handles pressure well.

Insensitive

Over sensitive

Generally sensitive and not upset easily.

Negotiation Style

- Group Score:

42.80

Not innovative

Very innovative

Likely to be strongly innovative and come up with ideas for future sales development.

Not prefer analytical work

Highly analytical

Good at being analytical and solving problems, which aids in creating solutions for clients and the company.

Passive

Argumentative

Very assertive and willing to face conflict, may be too argumentative.

Not competitive

Strongly competitive

Enjoys verbal competitiveness, may use inappropriately.

Not collaborative

Very collaborative

Very collaborative, appreciates the value of win-win outcomes.

Does not compromise

Too willing to compromise

Generally knows when to compromise for the benefit of all.

People Orientation

- Group Score:

39.50

Socially distant

High need to be liked

Low need to be sociable, relationship selling probably not a strength.

Individualistic

High need for teamwork

Willing to be a team member, would support rather than compete with others in team.

Introverted

Extraverted

Can form relationships with a range of people, likely to be open and a good listener.

Avoids closeness at work

Wants close relationships

Not likely to get close to clients or people at work.

Power and Influence

- Group Score:

45.60

Submissive

Authoritarian

A forceful salesperson and negotiator, may get others off-side.

Procrastinating

Impulsive

A quick decision maker, but may not think all consequences through.

Not persuasive

Highly persuasive

Enjoys persuading and influencing others, and comfortable in the sales role.

Values

- Group Score:

33.80

Look after own interests

Highly caring

Generally caring person, listens, but still objective in getting the sale.

Low need for trust

High need for trust

In relation to others has a normal need for trust and openness at work.

Loyalty not an issue

Loyalty very important

In relation to others, issues of loyalty at work are of little importance.

Pragmatic

Conservative

In relation to others is likely to place being pragmatic ahead of necessarily conforming with the views of society.

Workplace Management

- Group Score:

57.50

Does not use goalsetting

Understands goalsetting

Would have clear goals and strive to achieve them.

Does not need workplace structure

Over conscientious

Unorthodox, has a low need for rules and procedures at work, is probably more concerned with results.

Disorganised

Highly organised

Adequately self-organised, and unlikely to let clients or the company down through this.

Reactive

Proactive

Generally plans the work and works the plan.

Unusual Answers Score

Answers to the low scoring questions are in the normal range, and consistently agree with what most people choose.

Answers to a number of high scoring questions are in the normal range, and consistently agree with what most people choose.