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Explanation of response style:
Genuine: If questions are answered in a sufficiently varied manner.
Social Desirability: If questions are answered in a socially desirable manner for more than 60% of the questions.
Central Tendency: If more than 60% of the questions are answered as ‘neither agree nor disagree’.
Acquiescence: If questions are answered in a ‘strongly agree’ or ‘agree’ manner for more than 60% of the questions.
The Farmer (Relationship Builder): Harvests deals by nurturing existing clients, keeping customers happy, and cross-selling; are generous with their time, strives to meet customers' every need, and work hard to resolve tensions in the commercial relationship.
Overcoming Objections: Very High
Closing the Sale: Very High
Greeting Customers: High
Transforming Interest to Desire: Very Low
Establishing a Relationship: Moderate
Qualifying Needs: Moderate
Learning Agility: Always learns from one's own and others' successes and failures and uses this learning in future. Is extremely open towards learning.
Customer Service Orientation: Forms long term relationships with the customers by being highly attentive and understanding of their needs.
Taking Initiatives: Is capable of taking initiatives when faced with change and new situations at the workplace.
Taking Accountability: Needs to be self motivated and disciplined in one's approach to work, focusing on achieving high quality results.
Perseverance: Needs to set personal standards. Learn to maintain better balance and calm in the face of adverse conditions, to overcome problems.
Service Motivation: Needs to more often focus on closing sales and to get things done in a more timely and right manner.
Harvests deals by nurturing existing clients, keeping customers happy, and cross-selling. You’re guaranteed a lower churn rate when you have talented farmers focused on consulting and renewals. They are generous with their time, strive to meet customers' every need, and work hard to resolve tensions in the commercial relationship.
• Good Team Player
• Good Listener/Mediator
• Empathic/Recognizes the needs of others
Potential Blind Spots
May have difficulty in dealing with assertive-type buyers who are often better handled by Hunters. Are less likely to say "No" to erratic demands.
To reward farmers properly, you would want to motivate them to up-sell – without taking advantage of the customer with unnecessary up-selling.
Organizational/ Role Fitment
Adjusts well to most selling situations as are considered one of the more acceptable and successful types.
Likely to be skilled at greeting the customers in a sincere as well as enthusiastic manner to make them feel warm and welcomed when initiating the conversation.
Is sometimes able to develop a rapport with prospective customers so as to make them feel comfortable and develop a sense of mutual trust and respect. May at times be able to remove mental barriers that a customer might have before any association.
Can at times assess the interest levels of the customers and identify their needs and requirements. Is often capable of ascertaining which product would be best suited for the customer based on their needs and expectations.
Likely to have the required skills to present the product's features and benefits to the customer in an engaging and confident manner. Can discuss the options available to the customer with the product in a manner that is appealing. Is capable of demonstrating the product usage and functionality in a convincing and honest manner.
Rarely able to arouse desire in the customer to consider the product. Seldom able to convince them to purchase the product. Seldom able to identify and utilize the factors that might influence others to take a particular action. Rarely likely to be able to convince others or act as a tactful negotiator.
Likely to be extremely calm when dealing with customers' objections. Extremely likely to be able to address the customers' doubts and queries in a competent manner to ensure clarity and transparency in the purchase transaction.
Has a high ability to accurately judge the situation and decide when it is time to stop selling the product and close the sale. Extremely likely to be able to successfully finalize negotiations and reach a mutually satisfying decision.
Empathy is the ability to sense the feelings of other people by imagining themselves in others' lives or others' situations.
Often likely to be able to recognize and understand others' needs and feelings by being fairly attuned to people's emotions. Is somewhat amiable and considerate of others’ feelings when making decisions and can at times accurately assess people's motivations and passions.
Ego Strength is the ability to be resilient to bounce back from rejection and be even more motivated on future attempts.
Is resilient and motivated to persevere even after facing rejection. Has a positive and healthy sense of self and tends to like and accept oneself. Has a dynamic and free personality which enables optimal performance.
Ego Drive is the inner need to persuade another individual as a means of gaining personal gratification.
Is intrinsically motivated and capable of persuading others. Has the tendency to seek out challenges and perform optimally. Has a positive outlook and is optimistic about being able to convince people. Seeks gratification from achieving goals.
Service Motivation is an inner need to come through for others – and to be appreciated by them and to get things done in a timely manner.
May have an inner need to come through for others and to be appreciated by them. Often likely to get things done in a timely manner and sometimes demonstrates an attitude and conviction to get things done right. Often seeks gratification from closing sales.
Likely to be attuned to one’s emotions and feelings, is capable of handling one’s emotions and controlling impulses during tough times. Remains calm and poised; and does not get frustrated, when under pressure.
Often likely to be capable and efficient, having confidence in one’s own skills and abilities. May at times comes across as an independent and assertive individual, with a fair ability of taking initiative and guiding others during challenging times. May occasionally be open and willing to work in situations involving uncertainty and risk.
Likely to deal effectively with pressure by being calm and composed and not getting discouraged by setbacks, putting sufficient effort to ensure timely and efficient completion of tasks. Likely to remain optimistic and not give up even if unsuccessful in some deals. Can actively cope with workplace stress.
Often likely to be comfortable handling tasks that involve risks. Fairly likely to be intrinsically motivated and at times driven to achieve excellence. May sometimes set high standards for self and others in the team. Occasionally tries to work out of his/her comfort zone. Sometimes likely to rely on others to set deadlines and standards while at times, takes one's own call.
Extremely likely to have the ability to reflect on experience, to learn from one's own and others' successes and failures and to actively use this learning in future. Is always willing to seek out challenging experiences and opportunities to develop. Most likely to have the ability to apply new concepts, strategies, behaviors and knowledge to novel problems and not just sticking to conventional approaches.
Less often likely to be methodical, systematic and organized when carrying out tasks. Less often holds self and others accountable for high quality and cost-effective results. May not be highly self-disciplined and motivated in one’s approach to work; seldom determines objectives, sets priorities and follows through one’s plan to effectively complete tasks. Less often likely to display a strong sense of duty and may not always comply with established systems and rules. Less often likely to be goal driven and target oriented. Less often likely to identify ways to contribute to the organizational goals and missions. Likely to achieve results only when reminded by others. Does not always focus one's energy on the desired goal and target.
Often likely to be seen as being straightforward and open with team members as well as clients, providing information sought in a timely and accurate manner. Often takes others' perspectives into account during communication. Occasionally is able to understand the non verbal cues of the speaker and acts accordingly. May occasionally communicate important information in a transparent manner among stakeholders.
Likely to be open to new experiences and opportunities and is capable of taking new initiatives at the workplace. Is flexible and self-driven when dealing with novel ideas. Can express one's own views and convince and direct others when needed.
Often likely to be efficient at methodically gathering and organizing information and facts needed for solving work related problems and making effective decisions. May occasionally work at keeping oneself up to date by seeking out opportunities to acquire more knowledge, exploring new ideas and being somewhat characteristically self-disciplined and motivated.
Often likely to have a responsible attitude at the workplace. May occasionally work actively to ensure desired results without compromising on the quality of work. Fairly tries to bring perfection and precision into one's work. Has a fair ability to utilize available resources in a profitable manner. Often likely to set challenging goals for oneself and others.
Often likely to be determined to set high personal standards and to achieve results. Frequently likely to maintain balance and calm in the face of adverse conditions, to overcome problems. At times, focuses on channeling effort towards achieving goals. Occasionally accepts responsibility for 'owning' challenges, structuring tasks, implementing plans, completing projects to meet customer and business requirements. Is fairly flexible, sometimes works hard to achieve the desired outcome in different circumstances.
Often likely to be driven by a sense of duty and commitment to one’s work leading to awareness of the processes and systems governing the organization. May occasionally adhere to the rules and regulations placed by the organization and carry out tasks by following the established standards and procedures.
Can persuade others to take desired action. Likely to be able to identify and utilize the factors that might influence others to take a particular action. Likely to be able to convince others and has the ability to be a tactful negotiator.
Often likely to be able to recognize and understand customers' needs and feelings by being fairly attuned to customers' emotions. Is quite amiable and considerate of others’ feelings when making decisions and can at times accurately assess customers' needs, motivations and passions.
Has a strong ability to deal with customer queries, requests and complaints. Extremely likely to be able to identify potential clients and provides quality service to current clients. Likely to efficiently understand and deliver according to a client's expectations and requirements. Likely to be always willing and able to modify one's work style and adapts as per the clients.
Desires to achieve excellence and perfection at work. Likely to work enthusiastically at tasks which demand skill and talent.
May set unrealistic goals for oneself and get discouraged when they are not achieved.
How to keep the person motivated?
Provide tasks that completely utilize the candidate's skills and abilities.
Likely to be encouraged by public recognition and acknowledgement for work done. Likely to seek approval from various sources at the workplace.
May focus excessively on others' opinion, rather than the task at hand.
How to keep the person motivated?
Make the candidate feel appreciated by giving quality feedback regularly.
"Know Thyself" is the key to professional growth and personal development. Carefully reviewing this report will give an insight into a person's personality at work, which will help in
When interpreting the results, it is important to remember that the scores are not good or bad, only more or less appropriate to certain types of work. Since the results are based on one's own view of behavior, the accuracy of the results depends upon both honesty and self-awareness while taking the test.