The Sales Achiever

Assessment For: John Doe
Phone: 214-333-4444
Email: Testing@test.com

Position: Testing

Company: CRI
Report Type: Financial Planner

Assessment Date: 5/7/2008

For More Information
Please Contact:

Miranda Johnson
Candidate Resources
2100 Highway 360, Suite 400-B
Grand Prairie, TX 75050
972-641-5494 ext.128
mjohnson@criw.com

Name:John Doe	Date:5/7/2008
Company: CRI	Page:1

----- Mental Aptitudes -----

Mental Acuity

Mr. Doe is above-average in Mental Acuity, indicating he is a fast thinker with above-average comprehension skills. He has good reasoning and problem-solving capabilities and is able to determine a customer or prospect's need and present solutions to meet that need within a reasonable period of time.

Business Terms

John has an average understanding of business terminology obtained either on the job or in a business class. This should enable him to understand the specialized language associated with his business, thus being able to communicate business matters with customers and prospects.

Memory Recall

Mr. Doe has a superior knowledge of events happening in the world around him and should be strongly aware of competitive trends, as well as the economy's affect on his sales.

Vocabulary

Mr. Doe's limited vocabulary skills could be a liability when communicating with prospects and customers. It is possible that English is his second language.

Numerical Perception

John's Numerical Perception score indicates that he has a vision or concentration problem. Unless corrected, any detail-oriented work, such as writing up orders and contracts, will be difficult for him to complete successfully. If he also has a low score in Mental Acuity, he may not have understood or followed the directions at the beginning of this evaluation.

Name:John Doe	Date:5/7/2008
Company: CRI	Page:2

Mechanical Interest

John shows some interest in machines and is probably willing to devote extra time to learn any technology associated with his sales position. Please note that this mental aptitude measures interest, not mechanical ability.

----- Personality Structure -----

Energy

Mr. Doe has a relatively low energy and drive level. He handles pressure well and can maintain a good degree of concentration, but may not energetically prospect and pursue new business.

Flexibility

John can be an innovative and creative sales rep, but will also be concerned about presenting the appropriate products and services to meet his customers and prospects' needs. He can generate new approaches to problems and enjoys the challenge of finding new uses for existing products and services, but will also be concerned that the reputation of the company is not harmed. He can be a free-thinker who adapts easily to change and is able to handle multiple demands and assignments, but also possesses good ethics and deals with customers and prospects with an appropriate sense of integrity.

Organization

Mr. Doe is very organized and oriented to planning his time and activities. He preplans appointments and projects to make the best use possible of the time and resources he has available to reach sales goals, and is generally aware of priorities.

Communication

John enjoys working with people and is a very open, sharing collaborator. He can easily and comfortably share his own feelings, ideas and knowledge with customers and prospects, and would not be happy in an environment where he has no opportunity to interact with others.

Name:John Doe	Date:5/7/2008
Company: CRI	Page:3

Emotional Dev

Mr. Doe has a healthy level of self-confidence without being unrealistic and is not easily deterred if situations occur which slow down his efforts. He believes in himself, and when faced with obstacles such as a customer or prospect failing to make a quick decision, is patient enough to wait for results.

Assertiveness

John will express his opinions and effectively and professionally defend his products when challenged, but is also willing to consider the ideas and viewpoints of his customers and prospects. He will have the ability to influence others and direct their activities without appearing too aggressive or overbearing.

Competitiveness

Mr. Doe enjoys competition and is most successful when he is contributing to a group competitive effort. He has a competitive spirit and desire to win, and will work hard to help the team achieve its sales goals, but may avoid competition against other sales team members feeling that this type of competition could ruin good relationships.

Mental Toughness

John is sensitive to the needs of customers, prospects and others. He may take criticism or sales rejection personally, and will prefer to work in comfortable surroundings free from criticism, rejection, etc. He will interact with others with a strong degree of concern, and may at times allow emotions to take precedence over facts.

Questioning /Probing

John is trusting, but also cautious. He will ask reasonable, but direct, questions to determine customer's or prospect's needs or desires, and this in turn will enable him to better understand what product or service to present.

Motivation

As a sales rep, John is easily motivated when the right rewards are offered. He has good initiative and will take risks when the potential for profit and recognition exists. He is always looking for a chance to obtain recognition for his efforts. He will be willing to put in extra hours and exert greater effort to increase sales, provided he feels he will be rewarded for his efforts. Status and recognition are more important than a steady job or a stable paycheck, even if it means long hours or frequent travel.

Name:John Doe	Date:5/7/2008
Company: CRI	Page:4

----- Validity Scales -----

Distortion

Mr. Doe is not willing to reveal a number of his personality traits. Accuracy of the Personality Dimensions is diminished to approximately 85%. Results must be considered accordingly.

Equivocation

He has scored within our acceptable equivocation range.

This report is confidential and is an opinion based on test results and other available data. In the selection process it may count up to one third (1/3) of the decision process along with the interview, reference check, education and experience.

Name:John Doe	Date:5/7/2008
Company: CRI	Page:5

Score Sheet

Financial Planner

Mental Aptitudes
		1 2 3 4 5 6 7 8 9
MENTAL ACUITY	Slow Learn	[X.........]	Fast Learn
BUSINESS TERMS	Uninformed	[...X......]	Knowledgeable
MEMORY RECALL	Unaware	[..........] X	Aware
VOCABULARY	Limited	X [..........]	Strong
NUMERICAL PERCEPTION	Imprecise	X [.......]	Accurate
MECHANICAL INTEREST	Indifferent	X	Interested
Personality Dimensions
		1 2 3 4 5 6 7 8 9
ENERGY	Restless	[.........X]	Calm
FLEXIBILITY	Flexible	X [..........]	Rigid
ORGANIZATION	Disorganized	[......X...]	Planful
COMMUNICATION	Reserved	[......X]	Interactive
EMOTIONAL DEV	Impatient	[......X]	Tolerant
ASSERTIVENESS	Cooperative	[.........X]	Authoritative
COMPETITIVENESS	Team Player	[......X...]	Individualist
MENTAL TOUGHNESS	Sensitive	[X.........]	Tough
QUESTIONING /PROBING	Trusting	[......X...]	Skeptical
MOTIVATION	Security	[.............] X	Recognition
Validity Scales
		1 2 3 4 5 6 7 8 9
DISTORTION	Frank Answer	[................] X	Exaggerates
EQUIVOCATION	Choose Alter.	[......X.........]	Choose Middle

STANINE: The STANINE is a system of measurements which divides the population into nine parts.

NOTE: Areas with dots and brackets ([........]) are of primary importance with the dots and brackets reflecting the most desirable range for an individual to score in to have those characteristics. Areas without dots and brackets are secondary areas that provide additional information regarding the individual.

AREAS OF CONCERN -

Scores of 1 OR 2 in any of the following dimensions:
Energy, Flexibility, Emotional Development OR Mental Toughness are areas of concern.

Name:John Doe	Date:5/7/2008
Company: CRI	Page:6

Leadership Traits Assessment

Introduction

This report section evaluates John's traits in five key areas of leadership:

Planning
Organizing
Staffing
Coaching
Facilitating

Areas with good leadership traits are identified on the following pages as well as those where training or development would be beneficial.

John may or may not be one of the better people employed in a specific organization. If John is a top performer in your organization, when compared to top performing leaders across America and Canada, this report segment may still highlight areas where development could make the individual a still better leader. Therefore, this Leadership Traits assessment should be reviewed in light of "what could make a good leader even better," with understanding that within human beings, there is always room for improvement.

Name:John Doe	Date:5/7/2008
Company: CRI	Page:7

Leadership Potential

Summary Report

for: John Doe

John has good leadership potential in the following area(s):

Planning
Organizing
Staffing
Facilitating

John's Training & Development Needs are:

Coaching - learn how to better lead others to achieve what they are capable of as well as fulfilling the requirements of the job or job functions.

Name:John Doe	Date:5/7/2008
Company: CRI	Page:8

Sales Traits Assessments

Introduction

This report section evaluates John's traits in key areas of sales:

Persistence and consistency
Ability to meet and communicate effectively with people
Ability to command respect
Setting goals to win, excel and achieve
Developing rapport
Identifying need or desire
Presenting product/service to fill prospect's needs
Dealing with objections
Closing the sale
Learning speed & efficiency
Changing, growing and learning new concepts and ideas

Areas with good sales traits are highlighted with traits identified in which training or development would be beneficial.

John may or may not be one of the better people employed in a specific organization. If John is a top performer in your organization, when compared to top performing salespeople across America and Canada, this report segment may still highlight areas where development could make the individual a still better salesperson. Therefore, this Sales Traits Assessment should be reviewed in light of "what could make a good salesperson even better," with understanding that within human beings, there is always room for improvement.

Name:John Doe	Date:5/7/2008
Company: CRI	Page:9

Sales Potential

Summary Report

for: John Doe

John has good sales potential. Strengths Include:

Learning speed and Efficiency
Ability to meet and communicate effectively with people
Ability to command respect
Setting goals to win, excel and achieve
Changing, growing and learning new concepts and ideas
Developing Rapport
Identifying need or desire
Presenting Product/Service to fill prospect's needs
Dealing with objections
Closing the sale

Yet, further development in the following critical area(s) will be beneficial:

Persistence and Consistency

Name:John Doe	Date:5/7/2008
Company: CRI	Page:10

Interview Questions

Introduction

Following are the interview questions which an interviewer may choose to use in the candidate interview process.

These interview questions are generated to establish basic traits critical for all employees.

The interview questions that follow are for a candidate who has prior work experience. In the event the candidate does not have prior work experience, the questions may need to be modified by the interviewer to fit the situation.

Name:John Doe	Date:5/7/2008
Company: CRI	Page:11

Interview Questions for Motivation

Motivation - Measurement of the individual's achievement orientation and internal motivation to initiate changes and take risks in order to advance.

---------x----------	---------x----------	---------x----------	---------x----------	---------x----------
Very strong evidence skill is not present	Strong evidence skill is not present	Some evidence skill is present	Strong evidence skill is present	Very strong evidence skill is present

Probes

Interpretive Guides

In your prior job, what was the biggest change you were faced with and how did you adapt to that change?

Does the candidate seem to thrive on change? Does it appear the candidate has good skills to cope with change?

Give me an example of a time you took a risk and won. How did your accomplishment make you feel? How do you believe you would have felt if you had taken that risk and failed?

Is the candidate a big risk taker? Does it appear the risks the candidate has taken are reasonable and calculated, or does the candidate appear to be somewhat impetuous? Does it appear the candidate is able to accept occasional failure?

Other than money, describe what really motivated you in prior jobs to do more than you were expected to do.

Does the candidate appear to understand what motivates him or her and if so, are these factors reasonable and available in this position?

What type of compensation plan have you most enjoyed in the past - straight salary, commission only, draw plus, etc. What most attracts you to this type of compensation plan?

In this position, will the candidate be on the same type compensation plan as the one he or she most enjoyed in the past. If not, could the compensation plan be structured to better meet the candidate's needs?

Name:John Doe	Date:5/7/2008
Company: CRI	Page:12

Development Suggestions

Introduction

The behavior of each individual is influenced by genetics, biochemistry and environment. The individual's scores related in this assessment depict the individual as of the date and time the individual took the assessment.

Major changes in biochemistry and/or environment can change the scores on the assessment. Effective training and/or development that the individual is exposed to can and should also affect scores.

Consequently, for those individuals who seek to achieve higher levels of productivity and success in their jobs and life, and for those employers who desire such for the people they employ, we have carefully reviewed the training and development materials available in the marketplace and have selected for recommendation those that we deem appropriate to suggest in areas where the person assessed could benefit most from growth and development.

We trust that you will find these suggestions helpful.

Name:John Doe	Date:5/7/2008
Company: CRI	Page:13

Personal Development Suggestions

Motivation - Measures the orientation to stay in a known and secure situation opposed to making or engaging in risk-oriented ventures.

You are easily motivated when the right rewards are offered. You have good initiative and will take risks when the opportunity to excel and achieve recognition exists. You are always looking for a chance to obtain recognition for your efforts. You will be willing to put in extra hours and exert greater effort, provided you feel you will be rewarded for your efforts. Status and recognition are more important than a steady job or a stable paycheck, even if it means long hours, frequent travel or uncertain earnings.

Your self-affirmation sentence:

"It's okay not to be No. 1 sometimes."

Steps to Effect Change

You are an optimistic person and have a tendency to not understand why everyone in the world isn't the way you are. It is important for you to understand that the degree of recognition you seek may not always be available as you desire. Avoid looking for "greener pastures" too frequently. Joining organizations and participating in activities outside of work can help provide you the degree of recognition you so strongly need in your life.
You will need to stay aware of the need to balance your drive for personal recognition with an understanding of how your risk-orientation might adversely affect others in your life who are more security-motivated.

Name:John Doe	Date:5/7/2008
Company: CRI	Page:14

Online Courseware

Motivation

When working with others, how you are personally motivated may be affecting the results you are achieving. You may benefit from the following development suggestions:

Seminars / Workshops:

Models for Management ™ by Teleometrics International

Self-paced e-Learning:

Models For Management - Module 4: Work Motivation should be of particular interest for those wanting to explore more effective ways of dealing with motivation in the work environment.

To access recommended online courseware, visit www.lmiuniversity.com.

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