Report Section
Mettl B2B Sales Potential Assessment (Experienced) -
Test Taker Details
a
aanchal.mettl1
Email Address: aanchal.tewari@mettl.com
How to Interpret the Report?
Response Style
Response Style Extreme Responding
Explanation of Response Style:
Extreme Responding
If more than 75% of the questions are answered in a manner that indicates that an individual agrees with the statements at the lower and higher end consistently.
Genuine
No concerns or red flags just based on response style of candidate.
Social Desirability
If more than 75% of the questions are answered in a manner that indicates an attempt to appear in a falsely positive light or seem ‘socially desirable’.
Central Tendency
If the middle response (‘neutral’) is selected more than 30% of the time.
Careless Responding
If more than 95% of the responses selected are from the same direction (i.e. if the candidate selected ‘most like me’ or ‘like me’ from the right-side statement or from the left-side statement alone).
EXECUTIVE SUMMARY
Recommendation Based on Sales Knowledge
Cautiously Recommended
Strengths
None
Areas of Development
Closing
Low
Pre-Qualifying
Moderate
Impression Management
Moderate
Recommendation based on Sales Personality
Cautiously Recommended
Strengths
Logical Thinking
Looks for information, past data, patterns, trends and analyses the missing pieces. Is able to apply innovative ways to solve problems. Identifies the cause-effect relationship between two aspects of a situation, or the pros and cons of the situation. Is able to assess the effectiveness of the opposing argument to test the validity of the proposition.
Areas of Development
Self-Control
Should learn to efficiently handle one's own feelings, especially when working under pressure.
Learning Agility
Needs to make an effort to learn and grow by acquiring new knowledge and information. Needs to be able to learn and absorb information from his/her own experience and apply that learning to solve problems and take decisions under unpredictable situations.
Perseverance
Learn to maintain balance and calm in the face of adverse conditions, to overcome problems.
SALES KNOWLEDGE:
Values shown in above chart are sten scores
1. SALES KNOWLEDGE:
Pre-Qualifying: Moderate
Somewhat likely to be proactive in seeking information regarding new sales possibilities. May at times be able to evaluate the potential of prospects and approach them accordingly.
Impression Management: Moderate
Somewhat likely to be skilled at recognizing the importance of first impressions. May occasionally develop a sense of mutual respect and rapport with clients. May at times have difficulty in always displaying an attitude of sincerity.
Presentation: Moderate
Somewhat likely to have an ability to identify client needs. May occasionally be confident while explaining the features of the product/service to the client, according to their expectations.
Overcoming Objections: Moderate
Somewhat likely to be patient and calm when answering to clients' objections and queries. May at times be persistent and optimistic when facing resistance from clients.
Influencing and Convincing: Moderate
Somewhat likely have an ability to be a good negotiator. May at times be persuasive when interacting with clients. May sometimes able to convince clients about the benefits of the product/service.
Closing: Low
Not likely to be skilled at accurately analyzing the situation and judging when to make an attempt to close the sale. May not be able to successfully lead the sales process to a mutually beneficial conclusion.
SALES PERSONALITY
Self-Management:
Values shown in above chart are sten scores
2. Self-Management:
Self-Control: Low
Not likely to be attuned to one’s emotions or feelings. May not always be able to control one's behavior and resist temptations, even when under pressure. Less likely to think through one's actions, and may be somewhat unable to ignore one's impulses while making difficult decisions.
Self-Confidence: Moderate
Somewhat likely to have confidence in one’s own skills, abilities and knowledge. Moderately likely to be confident while meeting new people and working towards achieving results. May at times be able to maintain a positive attitude regardless of what others think or do. Somewhat likely to display a propensity for self-acceptance and self-adequacy. May occasionally come across as assertive and advocate one's point of view to bring oneself and clients to a common consensus.
Stress Tolerance: Low
Not likely to deal effectively with pressure and may get stressed and frustrated easily. Likely to get discouraged by setbacks, not putting sufficient effort to ensure timely and efficient completion of tasks. Not likely to be optimistic and may give up if unsuccessful in some tasks. Less likely to actively cope with workplace stress and become passive when faced with it.
Achievement Orientation: Low
Not likely to be comfortable handling tasks that involve risks. Not likely to be intrinsically motivated and driven to achieve excellence. Does not always set high standards for self and others in the team. May tend to work within his/her comfort zone. Likely to rely on others to set deadlines and standards than taking one's own call.
Learning Agility: Low
Less likely to have the ability to reflect on experience, to learn from one's own and others' successes and failures. May not be able to use the learning in future. May not always be willing to seek out challenging experiences and opportunities to develop oneself and others. May rarely apply new concepts, strategies, behaviors and knowledge to novel problems. May not always use conventional approaches to handle problems.
SALES PERSONALITY
Managing the Sales Process:
Values shown in above chart are sten scores
3. Managing the Sales Process:
Result Orientation: Low
May rarely be able to actively work towards achieve results on time. Less likely to encourage others to work with dedication and commitment and put in one's best to complete a task. Less likely to understand the consequences of one's actions on the organization. Not very likely to be enthusiastic while working on challenging tasks and may rarely demonstrate a sense of urgency to accomplish goals. Less likely to set high-performance standards for self and others, and try to make efforts to maintain the same.
Process Planning and Execution: Low
May rarely plan with a realistic sense of time and resources, and encourage one's team to do the same. Not very likely be organized and systematic in one's work. Seldom likely to provide support to team members in planning and execution of their tasks. May not always monitor progress against goals and deadlines. Less likely to effectively plan tasks in order to meet targets in a timely manner, without compromising on quality.
Taking Initiatives: Moderate
Somewhat likely to be open to new experiences and opportunities and is capable of taking new initiatives at the workplace. Is fairly flexible and self-driven when dealing with novel ideas. Can occasionally express one's own views and convince and direct others when needed.
Information Seeking: Low
Not likely to be efficient at methodically gathering and organizing information and facts needed for solving work related problems and making effective decisions. May not always attempt to keep oneself up to date by seeking out opportunities to acquire more knowledge, exploring new ideas and being characteristically self-disciplined and motivated.
Perseverance: Low
Not always likely to maintain balance and calm in the face of adverse conditions, to overcome problems. Not very likely to focus on channeling effort towards achieving goals. May not always take personal responsibility for 'owning' challenges, structuring tasks, implementing plans, completing projects to meet customer and business requirements. Is not very flexible, does not always work hard to achieve the desired outcome in different circumstances.
SALES PERSONALITY
Managing the Client Relationship:
Values shown in above chart are sten scores
4. Managing the Client Relationship:
Empathy: Moderate
Often 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 occasionally assess people's motivations and passions accurately.
Networking with People: Moderate
Often comes across as a warm and friendly person, having a mild interest in socializing and establishing contacts and relationships to develop work opportunities. Is fairly skilled at building networks and using them appropriately for professional growth, by occasionally being confident and accommodating in social situations.
Influencing Others: Moderate
Often likely to persuade others to take desired action. May sometimes be able to identify and utilize the factors that might influence others to take a particular action. Often likely to be able to convince others and has a fair ability to be a tactful negotiator.
Customer Service Orientation: Moderate
Often likely to deal with customer queries, requests and complaints. Somewhat likely to be able to identify potential clients and provide quality service to current clients. May occasionally understand and deliver according to a client's expectations and requirements. May at times be willing and able to modify one's work style and adapt as per the clients.
SALES PERSONALITY
Business Acumen:
Values shown in above chart are sten scores
5. Business Acumen:
Market Awareness: Low
Not likely to enjoy intellectual pursuits and seldom seeks out opportunities to acquire more knowledge and understanding of the business needs. Not likely to demonstrate interest in understanding the business processes and environment. May not be highly driven and rarely aspires to achieve significant results by being proactive and deliberate, seldom working towards seeing how the customer’s requirements can be met and which solution fits into their needs. Is not very competent or organized and does not always systematically plan for projects. Not likely to scan the market conditions, economic environment, competitive landscapes and seldom tries to understand their impact on the organization's overall goals.
Strategic Alignment: Low
Not likely to develop networks and seldom builds alliances; does not always collaborate across boundaries to build strategic relationships and achieve common goals. Not likely to implement strategic objectives and does not always develop metrics to assess attainment of work unit goals. Not likely to develop project teams and rarely staffs plans based on strategic objectives. Not likely to ensure that the team objectives are consistent with strategic plans. Not likely to align strategic goals, the business model and processes; and the company's culture with key business purpose and core values.
Brand Building: Moderate
Often likely to enhance the brand's equity by communicating positively with customers about the products and services, and by sometimes providing timely and efficient assistance to them. Often likely to maintain the brand's position by occasionally exceeding customer expectations by applying a fair understanding of what customers need and value.
SALES PERSONALITY
Leadership Skills:
Values shown in above chart are sten scores
6. Leadership Skills:
Team Management: Moderate
Often likely to effectively manage team. Occasionally guides team efforts, tracks team progress, sometimes anticipates roadblocks and at times changes course as needed to achieve team goals. Occasionally sets and communicates clear goals for the team. Partially able to understand the individual differences and provides personal coaching, mentoring, training and uses learning and development approaches at times. Occasionally motivates and encourages team members to learn. Somewhat likely to be attuned to one's and others' emotions and may be capable of understanding and listening to other's problems. At times, provides meaningful feedback to team members to keep them on track toward common goals.
Negotiation and Persuasion: Moderate
Often likely to be fair at negotiating with and influencing others. Often likely to effectively articulate one's position and occasionally helps others understand the underlying issues and concerns. Likely to be fairly creative, at times thinks 'outside the box' to identify alternative solutions that meet the needs of all stakeholders such as customers and peers. Often likely to develop and use subtle strategies to persuade others, sometimes even in sensitive or high pressure situations.
Consultative Problem Solving and Decision Making: Low
Unlikely to have the ability to think out-of-the-box to solve various problems. Not likely to analyze problems effectively through brainstorming and does not always make appropriate decisions and at times may cause delays in service. Not likely to develop creative and effective solutions especially during the absence of information and short time-frames. May not be creative in thinking and in integrating data logically to arrive at solutions. Not likely to solve problems and seldom takes decisions through consulting other team members. May not always be able to accurately predict the outcomes of alternatives to solve problems. Not likely to appropriately address the inter-relationships between issues.
Leading by Example: Moderate
Often likely to lead by example through modeling desired behavior. Often likely to operate professionally, occasionally encourages professional standards in others and addresses any breaches. Often likely to 'walk the talk' and sometimes likely to become a person others want to follow. Occasionally likely to set the right example, at times demonstrates character and sometimes creates a winning culture so that people feel confident about themselves and their work.
Logical Thinking: High
Likely to demonstrate the ability to design, analyze and evaluate information/problems to achieve a desired goal. Likely to be a good decision maker, uses wide range of information, based on some evidence. Likely to have the ability to think out-of-the-box to solve various problems. Likely to adequately analyze and evaluate evidence/statements/problems logically and comes up with appropriate solutions. Likely to have the ability to quickly identify patterns and the logical rule underlying those patterns to arrive at solutions. Has an ability to distinguish between points and can put across one's opinions using coherent perspectives. Likely to be good at planning processes and strategies.
Top Career Motivators
1
Security and Stability
Needs to feel safe knowing that one can count on one's job for social and financial security. Likely to prefer a permanent and reliable job position.
Probable Disadvantage
How to keep the person motivated?
Test Log
Test Log
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Started the test with Personality Inventory
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Finished Personality Inventory and started Motivation Inventory of the test
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Finished Motivation Inventory and started Customer Focus Test of the test
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Finished Customer Focus Test and started Sales Knowledge Test of the test
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Finished Sales Knowledge Test and started Abstract Reasoning of the test
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Finished the test