Sample Sales Report

BRIEF DESCRIPTION

Prospector, closer, incentive oriented. Very outgoing, persuasive, people oriented, optimistic, enthusiastic, poised. Very assertive, self confident, competitive. Very independent, venturesome, risk oriented. Impatient, sense of urgency, thrives on change, decisive, quick to act. Highly results and goal-oriented. Strong drive for achievement. People oriented generalist, multi-tasker, needs variety.

MOST SUITABLE SALES POSITIONS
Fast-paced, lots of authority, 'multi-task' oriented, incentives.

LEAST SUITABLE SALES POSITIONS
Structured, routine, slow-paced, detail oriented.

STRENGTHS
Prospecting, closing, sense of urgency.

WEAKNESSES
Can be a little too independent, attention to detail.

PERSONALITY TRAITS

Assertiveness

0   7.5  10

Assertive, take-charge, risk-taker, ego, competitive, need to win, incentive oriented, entrepreneurial, outspoken, results and goal oriented.

Sociability

0   8.5  10

Very extroverted, sociable, very people oriented, very outgoing, needs interaction, very persuasive communicator, optimistic, enthusiastic, poised.

Patience

0   2.5  10

Very impatient, very pro-active, multiple-tasks, strong sense of urgency, needs quick results, lots of change/variety, lots of nervous energy, very restless.

Dependence

0   2.5  10

Very independent, very self reliant, lax with rules procedures and guidelines, resistant to supervision, very risk oriented, very incentive oriented.

Emotional Control

0   5.5  10

Makes logical and well thought out decisions quickly and independently. Not afraid to make risky decisions.

Stamina

0   8  10

This individual has a very high energy capacity, which means that if he/she decides to do so, is capable of regularly investing very long hours in his/her work without difficulty.

WORK TENDENCIES

Prospecting

0   8.5  10

Has the high level of assertiveness and people orientation found in successful prospectors.

Closing

0   8.5  10

Has the high level of assertiveness and risk orientation found in successful closers.

Organization/Attention to Detail

0   4.5  10

Competent with moderate amounts of detail but de motivated and weak when detail is heavily emphasized.

Response to incentives/commissions

0   8.5  10

Will respond well to incentives/commissions-very incentive oriented.

Need for Direction

0   2.5  10

Need for direction is low-responds best to general direction.

Turnover Propensity

0   5.5  10

Not unduly prone to turnover (job-hopping) but unafraid to change positions.

DETAILED DESCRIPTION

This person is very outgoing, assertive, impatient and independent. He/she will tend to be highly results and goal-oriented and will tend to have a strong drive for achievement, particularly when he/she can achieve results through people. An optimistic and enthusiastic person, he/she will tend to be a persuasive communicator who is effective at finding the prospect's 'hot-buttons'. He/she is a very persuasive individual who is also assertive; therefore, he/she can become authoritative, forceful and direct, if necessary. His/her communication style should be thought of as 'an iron fist in a velvet glove'. This person's style is found in salespeople who are strong at prospecting and closing. He/she is a risk oriented person who will act with a sense of urgency. He/she is best suited to sales roles that are fast-paced, results-oriented and will enable him/her to work independently. A 'people oriented generalist' he/she is motivated by challenge and a lot of action and variety and will be quickly bored with routine, repetition and detail. He/she is capable of handling a moderate amount of detail but will try to delegate it to others. He/she is basically a logical and disciplined person who will tend to think his/her decisions through and will tend to stick with the decisions that he/she makes. This individual has a very high energy capacity, which means that if he/she decides to do so, is capable of regularly investing very long hours in his/her work without difficulty. In order to motivate and manage this type of salesperson most appropriately, he/she should be in fast-paced, incentive oriented sales positions that offer authority and responsibility. Manage him/her under general guidelines. Keep details to a minimum and make the position very busy.

PRE-HIRE
(Interview areas, reference check areas, red flags/potential problems):
If the position requires a great focus on details, discuss this. If the position is very structured and/or routine in nature, discuss this. He/she may be somewhat stubborn at times, discuss this.

POST-HIRE
(Areas to train, areas to develop, how to manage and motivate):
Incorporate incentives into his/her compensation plan if possible. Enable him/her to operate independently, when possible. Make the position very fast-paced and multi-faceted.