Report Section
Sales Potential- B2B (Entry Level) 0702
Test Taker Details
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Email Address: xyz@mettl.com
Response Style
Response Style Acquiescence
Explanation of Response Style:
Acquiescence
If questions are answered in a ‘strongly agree’ or ‘agree’ manner for more than 60% of the questions.
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’.
EXECUTIVE SUMMARY
Your Sales Personality Style
The Passionate (Hard Worker)
Show up early, stay late, and always go the extra mile. Likely to make more calls in an hour and conduct more visits in a week than just about anyone else on the team.
Recommendation based on Sales Knowledge
Recommended
Strengths
Overcoming Objections
High
PreQualifying
High
Presentation
High
Areas of Development
Impression Management
Moderate
Influencing and Convincing
Moderate
Recommendation based on Sales Personality
Moderately Recommended
Strengths
Stress Tolerance
Is highly optimistic and resilient and can cope well in stressful times.
Result Orientation
Is hardworking and motivated while completing tasks ;focusing on ways to improve performance, meeting goals and delivering results.
Ego Strength
Has a positive and healthy sense of self and is resilient and motivated to persevere even after facing rejection.
Red Flags
Influencing Others
Struggles to convince and influence others to accept a desired course of action.
Areas of Development
Influencing Others
Needs to develop convincing and influencing skills.
Self-Confidence
Needs to develop confidence in one's abilities to deal with uncertain and challenging situations.
Taking Initiatives
Needs to be more prompt and driven when responding to sales opportunities.
YOUR SALES PERSONALITY STYLE
1
The Passionate (Hard Worker)
Show up early, stay late, and always go the extra mile. Likely to make more calls in an hour and conduct more visits in a week than just about anyone else on the team.
Common Traits
• Strong willed and Dutiful
• Highly Responsible
• Persevering
• Punctual
• Hardworking
Potential Blind Spots
Key Motivators
Organizational/ Role Fitment
SALES KNOWLEDGE:
Values shown in above chart are percentages
1. SALES KNOWLEDGE:
PreQualifying: High
Likely to seek out information and look for new sales possibilities. Has the ability to assess the level of interest of the prospects and knows how to approach them accordingly.
Impression Management: Moderate
Likely to be moderately skilled at recognizing the importance of first impressions. Can occasionally develop a sense of mutual respect and rapport with clients. May have difficulty in always displaying an attitude of sincerity.
Presentation: High
Has the ability to identify client needs. Likely to be confident while explaining the features of the product/service to the client, according to their expectations.
Overcoming Objections: High
Likely to be patient and calm when dealing with and answering to clients' objections. Likely to be persistent and optimistic when facing resistance from clients.
Influencing and Convincing: Moderate
Likely to be an average negotiator. Can sometimes be persuasive when interacting with clients. May occasionally be able to convince the clients about the benefits of the product/service.
Closing: High
Is skilled at accurately analyzing the situation and judging when to make an attempt to close the sale. Has the ability to successfully lead the sales process to a mutually beneficial conclusion.
SUCCESS DETERMINANTS IN SALES PROCESS
Empathy:
Empathy is the ability to sense the feelings of other people by imagining themselves in others' lives or others' situations.
Values shown in above chart are percentiles
2. Empathy:
Empathy: Moderate
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.
SUCCESS DETERMINANTS IN SALES PROCESS
Ego Drive:
Ego Drive is the inner need to persuade another individual as a means of gaining personal gratification.
Values shown in above chart are percentiles
3. Ego Drive:
Ego Drive: Moderate
Is intrinsically motivated and sometimes capable of persuading others. Has a fair tendency to seek out challenges and sometimes likely to perform optimally. Has a fair positive outlook and is often optimistic about being able to convince people. Occasionally seeks gratification from achieving goals.
SUCCESS DETERMINANTS IN SALES PROCESS
Ego Strength:
Ego Strength is the ability to be resilient to bounce back from rejection and be even more motivated on future attempts.
Values shown in above chart are percentiles
4. Ego Strength:
Ego Strength: High
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.
SUCCESS DETERMINANTS IN SALES PROCESS
Service Motivation:
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.
Values shown in above chart are percentiles
5. Service Motivation:
Service Motivation: Moderate
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.
SALES PERSONALITY
Self-Management:
Values shown in above chart are percentiles
6. Self-Management:
Self-control: Moderate
Moderately likely to be attuned to one’s emotions and feelings, somewhat capable of handling one’s emotions and controlling impulses during tough times. May at times remain calm and not always get frustrated, when under pressure.
Self-confidence: Low
Somewhat unlikely to be capable and efficient, not having much confidence in one’s own skills and abilities. May not always come across as an independent and assertive individual. Is rarely able to take initiative and guide others during challenging times. Somewhat unlikely to be open and willing to work in situations involving uncertainty and risk.
Stress Tolerance: Very High
Extremely likely to deal effectively with pressure by being calm and composed & not getting discouraged by setbacks at all, working hard to ensure timely and efficient completion of tasks. Likely to always remain optimistic and never give up even if unsuccessful in some deals. Can efficiently and actively cope with workplace stress.
SALES PERSONALITY
Managing the Sales Process:
Values shown in above chart are percentiles
7. Managing the Sales Process:
Result orientation: High
Likely to be responsible at the workplace. Actively works to ensure desired results without compromising on the quality of work. Likely to bring perfection and precision into one's work. Has the ability to utilize available resources in a profitable manner. Likely to set challenging goals for oneself and others.
Taking initiatives: Moderate
Somewhat likely to be open to new experiences and opportunities and is capable of taking new initiatives at the workplace. Is moderately 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: High
Likely to be efficient at methodically gathering and organizing information and facts needed for solving work related problems and making effective decisions. Keeps oneself up to date by seeking out opportunities to acquire more knowledge, exploring new ideas and being characteristically self-disciplined and motivated.
Problem Solving: Moderate
Likely to be somewhat organized and methodical and can occasionally think through problems rationally & cautiously in order to reach a desired solution. Is moderately capable of effectively dealing with constraints by being somewhat imaginative and innovative; open to new and unconventional ideas/solutions. Has a moderate ability to direct others when faced with difficulties.
SALES PERSONALITY
Managing the Customer Relationship:
Values shown in above chart are percentiles
8. Managing the Customer Relationship:
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: Very Low
Rarely likely to be able to effectively persuade others to take desired action. Seldom able to identify and utilize the factors that might influence others to take a particular action. Rarely able to convince others or act as a tactful negotiator.
Customer Service Orientation: Moderate
Is fairly able 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.
Top Career Motivators
1
Recognition and Appreciation
Likely to be encouraged by public recognition and acknowledgement for work done. Likely to seek approval from various sources at the workplace.
Probable Disadvantage
How to keep the person motivated?
Top Career Motivators
2
Affiliation and Social Contact
Likely to be more interested in work that requires one to be connected with other individuals of a group. Enjoys interacting with people at the workplace.
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 Sales Knowledge of the test
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Finished Sales Knowledge and started Customer Focus of the test
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Finished the test