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Sales Readiness AssessmentReport for Development

PSI

Prepared For

Evelyn Walton

2019-02-04

© 2018 PSI Services LLC, All Rights Reserved

PARTICIPANT REPORT FOR DEVELOPMENT

Sales Readiness AssessmentPROFILE REPORT OVERVIEWParticipant: Evelyn WaltonTest Date: 2019-02-04

INSTRUCTIONS FOR PARTICIPANTS

This report contains information to help you understand and use the assessment results.

1. Summary of Competencies and Attributes Sales Competency Summary Provides ratings on competencies that research has shown are critical to success as a sales professional.

Competencies - skills and behaviors that are critical to sales success

1 Growth Opportunity - improvement will increase likelihood of success in the competency

3 Acceptable - somewhat likely to perform successfully; improvement will enhance success

5 Strength - very likely to perform successfully in the competency

Sales Attribute Summary Provides ratings on attributes that research has shown have impact on sales effectiveness and development.

Sales Attribute Summary Provides ratings on attributes that research has shown have impact on sales effectiveness and development.

Attributes - personal dispositions that impact a sales professional's growth and/or effectiveness 1 Limiter: makes growth as a sales professional more challenging

3 Neutral: neither enables or limits development as a sales professional

5 Enabler: is an asset in developing as a sales professional

The factors on the profile report are descriptions of areas where you are likely to have strengths and where you are likely toencounter challenges. They are meant to enhance your understanding of factors that may impact your development as a salesprofessional.

Results are organized into four categories:

Managing Sales Engagements -This category contains the attributes and competencies associated with sound salesdecision making and planning.Interacting Effectively with Others - This category contains attributes and competencies associated with interactingeffectively with internal and external partners.Managing the Business - This category contains attributes and competencies associated with expanding relationships withcustomers.

(Please see the Glossary of Terms for a description of each attribute and competency.)

2 © 2018 PSI Services LLC, All Rights Reserved

REPORT FOR DEVELOPMENT


COMPETENCIES Managing Sales Engagements

Growth Opportunity Acceptable Strength

Qualifying Sales

Creating Demand Though Insight

Leveraging a Winning Sales Strategy

Advancing Sales Discussions

Interacting Effectively with Others Growth Opportunity Acceptable Strength

Building Trusting Relationships

Building Influential Relationships

Sustaining Customer Satisfaction

Managing the Business Growth Opportunity Acceptable Strength

Portfolio Management

Active Learning

Competencies - skills and behaviors that are critical to sales success

Growth Opportunity - improvement will increase likelihood of success in the competency

Acceptable - somewhat likely to perform successfully; improvement will enhance success

Strength - very likely to perform successfully in the competency




ATTRIBUTESManaging Sales Engagements

Limiter Neutral Enabler

Having a Learning Orientation

Having a Systematic Decision-Making Style

Displaying Confidence

Taking Responsibility

Interacting Effectively with Others Limiter Neutral Enabler

Reading People

Retaining Focus

Displaying Adaptability

Managing the Business Limiter Neutral Enabler

Demonstrating a Quality Orientation

Having an Achievement Orientation

Attributes - personal dispositions that impact a sale's professional growth/or effectiveness

Limiter: - makes growth as a sales professional challenging

Neutral - neither enables or limits development as a sales professional

Enabler - is an asset in developing as a sales professional


Sales Readiness Assessment

PROFILE REPORT: MANAGING SALES ENGAGEMENTSParticipant: Evelyn WaltonTest Date: 2019-02-04

Growth Opportunity: improvement willincrease likelihood of successAcceptable: somewhat likely to performsuccessfullyStrength: likely to perform successfully

COMPETENCIES

Qualifying Sales Strength - You should continue to leverage strengths in:

° Identifying and gathering critical data from multiple sources to determine the short-and long-term value of the sale.

° Effectively evaluating the customer's perspective on their improvement opportunitiesor business issues.

° Accurately evaluating the client's willingness and ability to buy.

° Determining your own organization's capability to deliver the proposed solution ontime and within budget.

Utilize your strength in:° Setting objectives for each sales call and planning your strategy with that end in mind.

If your purpose is to gain information, focus on listening and asking questions, not onselling.

° Seeking to understand the priority of each of your customer’s business issues andhow they relate to other business units and the customer’s organization as a whole.

° Making a list of what you need to know about each sales opportunity. Use it to guideyour thoughts and questions.

Creating Demand Through Insight Acceptable - You will have greater success with a more consistent use of::

° Displaying a strong command of your customer’s business, industry, and competitivesituation.

° Proactively creating demand for new business opportunities.

° Offering innovative ideas to improve your customer’s business success.

° Demonstrating the implications of not taking the innovative actions you advocate.

Strive to more consistently:° Talk individually with your customers to develop a foundation for a relationship based

on reciprocity. Have conversations about common interests, share your businesspriorities, and ask for their advice when appropriate.

° Thinking about low-cost, high-value activities that you can offer to your customers todemonstrate that you are continually thinking about them and their business goals.

° Being aware of what is in the best interests of your stakeholders, and then framediscussions in terms of what’s in it for them (for instance ROI).


Leveraging a Wining Sales Strategy

Strength - You should continue to leverage strengths in:

° Selecting successful sales strategies that balance relevant factors such as customerneeds, customer feedback, competitors’ offerings, cost and benefits to ownorganization.

° Carefully linking the proposed solution to critical customer stakeholders' needs andexpectations.

° Clearly and convincingly positioning own solution as best suited to meet customerneeds in comparison to competitors.

Utilize your strength in:° Noting the words your customers use to describe their situation. Use their words when

making a case for your products and services.° Focusing your presentation on the client’s goals and the outcomes- not about you and

your product.° Developing different versions of your standard proposal for various industries you call

on.° Use terms, examples, and references exclusively from those particular industries.





COMPETENCIES

Advancing Sales Discussions Acceptable - You will have greater success with a more consistent use of::

° Proactively seeking additional information and asking questions to understand thecustomer's underlying business needs.

° Listening carefully to the customer’s responses, responding to objections, andoffering to remove potential barriers.

° Moving the selling process forward by gaining agreement to desired outcomes andnext steps.

Strive to more consistently:° Consider at least two alternatives before selecting the most appropriate strategy for

a sales opportunity.° Analyze your customer’s objections to determine if they are the result of a

misunderstanding or if they demonstrate a true limitation of your product or service.° Ask peers from different departments how they address sales opportunities or

problems that are similar to those you encounter.

COMPETENCIES

Having a Learning Orientation Limiter - You tend to:

° prefer working on practical problems rather than theoretical ideas.

° be reluctant to seek out or adopt new methods, information, or differing views.

Ways to improve your performance:° When planning development or facing a new sales challenge, discuss it with a

trusted advisor.° Develop preparations and action plans while seeking the involvement and/or

feedback of a trusted advisor.° Strive to be proactive in learning what’s needed to feel comfortable in the new sales

situation.° Strive to do research, network, and read to find ways to apply new ideas on the job.

° Seek peer coaching and feedback to fine-tune and improve knowledge and skills.





COMPETENCIES

Having a Systematic Decision- Making Style

Limiter - You tend to:

° make sales decisions too quickly without doing a thorough analysis of all relevantdata

° on occasion postpone decision making

Ways to improve your performance:° Before taking action or making a sales decision, carefully gather all the facts and

opinions regarding a problem.° Think through all the available alternatives and their implications with a trusted

advisor.° Complete a course on sales strategy.

Displaying Confidence Limiter - You you tend to:

° prefer familiar sales tasks and procedures

° be hesitant to take on a difficult assignment or handle a new sales challenge

Ways to improve your performance:° When facing a challenging sales task or situation, consider the worst case scenario,

assess it objectively with others, and determine how to overcome it from a personaland task perspective.

° Seek some challenging sales opportunities that require more-advanced salesstrategies.

° Gauge success in terms of the impact on sales results.

° Take stock of successes in own career to date to recognize particular talents andcontributions. Realistically find ways to continue to apply these talents and reviewprogress/success with self and others.

° Strive to invest time and energy to fine-tune natural talents and apply themproactively to help solve key sales challenges.

° Reinforce successes by reviewing tangible results achieved.

Taking Responsibility Limiter - You tend to:

° believe that positive and negative sales outcomes are results of external factors thatare beyond your control

° believe that hard work would not necessarily lead to positive rewards at work

Ways to improve your performance:° Focus on all the circumstances that have surrounded a shortfall or negative

outcome.° Strive to seek others’ input on the causes of problems before sharing own views;

express empathy and emphasize shared/ common goals.



PROFILE REPORT: INTERACTING EFFECTIVELY WITHOTHERSParticipant: Evelyn WaltonTest Date: 2019-02-04


COMPETENCIES

Building Trusting Partnerships Strength - You should continue to leverage strengths in:

° Establishing effective relationships with customers and internal partners.

° Actively promoting business partners' agendas.

° Openly praising others’ contributions and empathizing with their concerns.

° Disclosing accurate information and opinions even when negative.

° Keeping commitments despite obstacles.

Utilize your strength in:° Being ready to support the decisions of deserving others. Let them know you’re

willing to take risks for them. Be sure to tell them they have your unwaveringsupport.

° When asked, providing your rationale, not just your conclusions.

° Apologizing for misunderstandings and mistakes; accept your share of theresponsibility problems.

Building Influential Partnerships Strength - You should continue to leverage strengths in:

° Building strong relationships within your organization.

° Effectively engaging internal associates in client projects and important initiatives.

° Fully explaining customers’ needs and goals to internal partners.

° Developing an optimal influence strategy that minimizes barriers and overcomesothers' objections.

Utilize your strength in:° Understanding constituents’ priorities and align your communications to these

priorities.° Asking open-ended questions to encourage people to get involved in the interaction.

° Seeking increasingly difficult assignments that require greater levels of influence toaccomplish work goals. Request feedback on your influence skills from others.





COMPETENCIESSustaining Customer Satisfaction Strength - You should continue to leverage strengths in:

° Investing time and effort to fully understand the customer’s satisfaction withproducts and services.

° Soliciting stakeholders' and users' opinions and feedback on results.

° Initiating prompt action to address customer issues during the delivery orimplementation of your solution.

° Seeking opportunities to delight the customer and exceed expectations withoutover-committing your own organization.

Utilize your strength in:° Assessing customer satisfaction at critical milestones throughout the project.

Conduct postmortem team meetings to dissect what could be improved in the nextsteps of the implementation.

° Taking actions to improve results in any feedback areas that aren’t outstanding.





ATTRIBUTES

Reading People Enabler - You tend to:

° be keenly aware of others’ emotions and feelings

° accurately read subtle social cues and appropriately react to them.

Ways to leverage your strength:° Map out approaches to understand the personal needs and preferences of

customers and colleagues. Focus on devising approaches to better understandthese individuals and integrate your insights into sales plans. Continue to appreciateand understand their personal needs and positions on matters so that responses aremeaningful and targeted during engagements.

° Make time to network and cultivate networks that can best leverage relationshipsand allow reciprocation in kind.

° Learn the formal and informal networks within each customer’s organization as wellas how to navigate them.

° Obtain a better understanding of how personal relationships within the client’sorganization and influence buying decisions.

° Before acting or making sales decisions, consider the impact of planned statementsor actions on others; discuss conclusions with a coach; frequently seek feedbackabout other’s feelings, concerns, and reactions; and check your own understanding,especially in heated discussions

Retaining Focus Neutral - You tend to:

° maintain a fairly calm approach in managing stressful sales situations.

° persist through difficulties without giving up or losing energy or motivation.

Ways to improve your performance:° Try not to take things too personally by maintaining objectivity and keeping the big

picture in mind.° Keep in mind that disappointments and failure are inevitable; yet it is key to maintain

perspective during stressful times so that possibly regrettable actions are avoided.° Learn to appreciate what might trigger negative reactions in difficult situations and

practice alternative coping responses (e.g., take a time-out by stepping away fromthe situation).

° Avoid making quick decisions when upset or troubled. Sleep on it.

° Keep trying instead of giving up. Take time to reaffirm intentions, values, and plans,and then redouble efforts after there is enough distance from the situation.

° When encountering challenges or obstacles, focus on the facts rather than onemotions.

° Gather input from others who may have faced similar challenges.





AttributesDisplaying Adaptability Enabler - You tend to

° enjoy adjusting to new structures, processes, or requirements at work.

° maintain a positive outlook by focusing on the benefits of change and seeing it as anopportunity for growth.

Ways to leverage your strength:° In creating action plans, work on challenging the tried-and-true.

° Actively solicit alternatives from colleagues.

° Study approaches to solving a problem used by others who have differentexperiences or perspectives.

° Notice opportunities to improve work products, solutions, or processes, and trymaking recommendations that challenge the status quo.

° Volunteer for special assignments or projects that require generating new productideas or revamping current processes.



PROFILE REPORT: MANAGING THE BUSINESSParticipant: Evelyn WaltonTest Date: 2019-02-04


COMPETENCIES

Portfolio Management Strength - You should continue to leverage strengths in:

° Tracking your own progress and sales funnel against sales objectives to identifycurrent and future gaps.

° Successfully identifying, evaluating, and targeting sales opportunities with thegreatest potential.

° Effectively prioritizing and scheduling your own time to manage multiple salesactivities and commitments.

Utilize your strength in:° Setting targets for your accounts and building a plan to get there.

° Re-prioritizing your goals and tasks each day.

° Analyzing how you spend your time. Plan the best use of your time, and then stickto that plan.

Active Learning Strength - You should continue to leverage strengths in:

° Continuously seeking out and engaging in opportunities to gain new skills orknowledge.

° Seeking out new information about your customers and the products /services youprovide.

° Applying new learning on the job to enhance results.

Utilize your strength in:° Proactively seeking feedback, and then considering it before reacting.

° Applying what you’ve learned in one area to other areas. ...

° Practicing new skills right away.



PROFILE REPORT: MANAGING THE BUSINESSParticipant: Evelyn WaltonTest Date: 2019-02-04


COMPETENCIES

Demonstrating a Quality Orientation Neutral - You tend to:

° be fairly prepared and well organized at work.

° complete most sales tasks promptly, accurately, and on time.

Ways to improve your performance:° Plan how to follow through on commitments to customers or internal partners.

° Review the feasibility of important plans with those whose expertise and judgment isvalued.

° Acknowledge shortfalls.

° Work on developing contingency plans.

° Consider means to more effectively organize and plan activities, including creatingmethods to define longer-range account plans as well as short-term work priorities.

Having a Achievement Orientation Limiter - You tend to:

° prefer maintaining the status quo.

° be disinclined to set challenging work goals.

Ways to improve your performance:° Before joining a group/project, consider a desirable role that will help achieve both

results and personal satisfaction.° Work with a coach to define stretch goals for a year or an assignment.

° Try to be proactive and initiate improvements to products and client engagementapproaches.

° Try setting stretch goals for sales performance targets that show initiative andexceed expectations

° Seek challenging sales opportunities that require more-advanced sales strategies.

° Gauge success in terms of the impact on sales results.




Glossary of Terms

COMPETENCIES1. Managing Sales Engagements

QUALIFYING SALES:Accurately evaluating sales opportunities to determine the future value of that customer; assessing the customer’s interestand commitment to buy and implement solutions, as well as own organization’s ability to deliver those solutions. CREATING DEMAND THROUGH INSIGHT:Identifying the targeted account’s business challenges and needs, and their probable causes; providing andprovoking convincing insights that compel decision makers to discover or reconsider unrecognized problems andopportunities and the value of addressing them with new solutions to achieve better long term results (e.g., profitability,revenue, and market share).LEVERAGING A WINNING SALES STRATEGY:Developing and implementing an influence strategy and a value proposition that differentiates products and services,resonates with decision makers, encourages them to further define issues and solutions, and motivates them to take action.ADVANCING SALES DISCUSSIONS:Leading discussions with influential decision makers that progress the sale by effectively clarifying information, offeringinsights, addressing objections, and gaining agreement to move to the next step in the buying process.

2. Interacting Effectively With Others

BUILDING TRUSTING RELATIONSHIPS:Using appropriate interpersonal styles to establish effective relationships with customers and internal partners; interactingwith others in a way that promotes openness and trust and gives them confidence in one’s intentions.BUILDING INFLUENTIAL PARTNERSHIPS:Leveraging relationships with internal and external partners to persuade key stakeholders to take action that will addresscustomers’ needs and advance sales.SUSTAINING CUSTOMER SATISFACTION:Supporting customers during the implementation of sales contracts and throughout the relationship; seeking and takingappropriate actions on customer feedback; resolving difficult issues in a timely and professional manner; taking responsibilityfor customer satisfaction and loyalty.

3. Managing the BusinessPORTFOLIO MANAGEMENT:Optimizing selling time and results by effectively managing one’s portfolio assets.ACTIVE LEARNING:The degree to which an individual enjoys being thorough, organized, deliberate, and timely.




Glossary of Terms

ATTRIBUTES1. Managing Sales Engagements

HAVING A LEARNING ORIENTATION:The degree to which an individual is curious, enjoys task variety and likes to learn about new and different approaches andtypes of people.HAVING A SYSTEMATIC DECISION-MAKING STYLE:The degree to which an individual enjoys gathering relevant information and views regarding an issue, considering possiblealternative solutions, and arriving at timely decisions.DISPLAYING CONFIDENCE:The degree to which an individual is confident in addressing sales challenges and learning about new products and people.TAKING RESPONSIBILITY:The degree to which an individual believes his/her efforts and abilities have a strong impact on successes or failures.

2. Interacting Effectively With Others

READING PEOPLE:The degree to which an individual effectively perceives, assesses, and manages his/her own emotions, and those of others.RETAINING FOCUS:The degree to which an individual demonstrates resilience when encountering obstacles at work, and handlesobjections without losing effectiveness.DISPLAYING ADAPTABILITY:The degree to which an individual adjusts his/her approach when experiencing major changes at work.

3. Managing the BusinessDEMONSTRATING A QUALITY ORIENTATION:The degree to which an individual enjoys being thorough, organized, deliberate, and timely.HAVING AN ACHIEVEMENT ORIENTATION:The degree to which an individual enjoys setting and striving to achieve new stretch goals in his/her profession.


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