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1. BEST MATCH - SALES
Manager's Report
For Mark A. Moreno

2. BEST MATCH
Personal & Confidential
NAME: Mark A. Moreno
POSITION: Sales Best Match
BEST MATCH: Territory Relationship System Sales
DATE: August 21, 2012
Scott Runkle
Director New Business Development
ADDRESS: Chally Group Worldwide
3123 Research Blvd Suite 250
Dayton, OH 45420
The validity scales from the Self-Descriptive Index indicate that Mr. Moreno was unwilling to acknowledge personal
limitations. To minimize distortion, scales susceptible to exaggeration were adjusted to approximate his actual work style,
motivational needs, and potential.
Summary of All Skills
Following is a summary of skill scoring that is most critical to success in each position. All scores shown are percentile
scores which range from 1 to 99. These scores indicate how an individual compares to a large sample of professionals
who completed the assessment. Do not confuse percentile scores with percentage correct scores. Percentile scores
allow you to compare one person’s scores with a group of others who took the assessment.
SUMMARY OF BEST MATCH PROFILES AVERAGE
TERRITORY RELATIONSHIP SYSTEM SALES 69
TERRITORY CONSULTIVE PRODUCT SALES 67
INBOUND TELESALES 65
OUTBOUND TELESALES 65
NEW BUSINESS DEVELOPMENT 64
PRODUCT/TRANSACTIONAL SALES 59
TERRITORY CONSULTIVE SYSTEM SALES 57
STRATEGIC ACCOUNT MANAGER 53
CUSTOMER SERVICE REPRESENTATIVE 52
INDIRECT SALES 51
ACCOUNT MANAGEMENT 49
SYSTEM SPECIALIST 40
PRODUCT/SERVICE SPECIALIST 40
TERRITORY RELATIONSHIP PRODUCT SALES 39
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3. BEST MATCH: TERRITORY RELATIONSHIP SYSTEM SALES POTENTIAL
IMAGE BUILDING 70
PROMOTES CUSTOMER RELATIONS BY SOLICITING FEEDBACK 75
NEW BUSINESS DEVELOPMENT 82
MAXIMIZES RESULTS BY PUSHING FOR QUOTA ATTAINMENT IN 91
DIRECT SALES
SEEKS RECOGNITION AS A PROFESSIONAL 37
ADAPTS APPROACH TO DIFFERENT BUYER MOTIVATIONS 69
TERRITORY CONSULTIVE PRODUCT SALES POTENTIAL
MAXIMIZES SALES RESULTS THROUGH NEW BUSINESS 74
OPPORTUNITIES
MAKES PERSUASIVE PRESENTATIONS 83
QUALIFIES PROSPECTS FOR FIT WITHIN PRODUCT/SYSTEM 57
CONSTRAINTS
DRIVEN TO SATISFY MULTIPLE BUYERS WITHIN AN ACCOUNT 52
IMAGE BUILDING 70
INBOUND TELESALES POTENTIAL
IMAGE BUILDING 70
PROBLEM-SOLVING 81
IDENTIFYING CUSTOMER NEEDS 19
MAXIMIZES RESULTS BY MAKING CUSTOMER SATISFACTION A 74
PRIORITY
MAKES PROFITABLE RECOMMENDATIONS IN A CONTRIBUTOR ROLE 89
OUTBOUND TELESALES POTENTIAL
MAKES PERSUASIVE PRESENTATIONS 83
NEW BUSINESS DEVELOPMENT 82
ENDURANCE 63
ANSWERS OBJECTIONS BY REINFORCING STANDARD 81
FEATURES/BENEFITS
DEVELOPS RELEVANT PRODUCT KNOWLEDGE SPECIFIC TO 23
CUSTOMER NEEDS
COMMITS TIME AND EFFORT TO ENSURE SUCCESS 61
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4. NEW BUSINESS DEVELOPMENT POTENTIAL
EFFECTIVE NETWORKING 94
PROBLEM-SOLVING 81
QUALIFIES PROSPECTS WITH STANDARD PROBES 51
COMMITS TIME AND EFFORT TO ENSURE SUCCESS 61
CLOSES THROUGH LOGICAL, INCREMENTAL STEPS 61
OPPORTUNISTIC 53
PRODUCT/TRANSACTIONAL SALES POTENTIAL
MAXIMIZES SALES RESULTS THROUGH NEW BUSINESS 74
OPPORTUNITIES
QUALIFIES PROSPECTS WITH SWIFT ASSESSMENT OF INTEREST 10
LEVEL
CLOSES THROUGH EMOTIONAL APPEAL 95
TAKES INITIATIVE TO ADVANCE PERSONAL GOALS 50
PERSEVERANCE 88
TERRITORY CONSULTIVE SYSTEM SALES POTENTIAL
DEVELOPS SALES LEADS 37
QUALIFIES PROSPECTS WITH STANDARD PROBES 51
MAKES PERSUASIVE PRESENTATIONS 83
COMMITS TIME AND EFFORT TO ENSURE SUCCESS 61
MAXIMIZES RESULTS BY PARTNERING AS A CUSTOMER ADVOCATE 46
ADAPTS APPROACH TO DIFFERENT BUYER MOTIVATIONS 69
STRATEGIC ACCOUNT MANAGER POTENTIAL
TAKES INITIATIVE IN A BUSINESS UNIT 32
COMMITS TIME AND EFFORT TO ENSURE SUCCESS 61
PROVIDES PROACTIVE ASSISTANCE/SUPPORT 89
DEVELOPS TECHNICAL COMPETENCE 71
EDUCATES CUSTOMERS THROUGH STRUCTURED TRAINING 22
CUSTOMER SERVICE REPRESENTATIVE POTENTIAL
WILLINGNESS TO SERVE ALL TYPES OF CUSTOMERS 34
USES CUSTOMER CONTACT TO BUILD BUSINESS 82
MAXIMIZES RESULTS BY PARTNERING AS A CUSTOMER ADVOCATE 46
DRIVEN TO PRODUCE BY CREATING AN ENJOYABLE CUSTOMER 46
EXPERIENCE
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5. INDIRECT SALES POTENTIAL
RESPONDS AT ANY HOUR 81
ACCOUNT PENETRATION BY CROSS SELLING 44
MAKES FORMAL SALES PRESENTATIONS 38
CLOSES THROUGH PERSONAL IDENTIFICATION WITH THE 23
PRODUCT/SERVICE
TEACHING IN A STRUCTURED SETTING 22
MAKES JOINT CALLS 70
DEVELOPS COMPREHENSIVE PRODUCT KNOWLEDGE TO BE A 84
CREDIBLE RESOURCE
ACCOUNT MANAGEMENT POTENTIAL
MAXIMIZES RESULTS BY SYSTEMATICALLY MANAGING AN ACCOUNT 14
PLAN
DRIVEN TO PRODUCE BY INCREASING SALES TO EXISTING 94
ACCOUNTS
WORKS THE SYSTEM FOR THE CUSTOMER 25
EDUCATES CUSTOMERS THROUGH STRUCTURED TRAINING 22
PROMOTES CUSTOMER RELATIONS BY SOLICITING FEEDBACK 75
RESPONDS AT ANY HOUR 81
SYSTEM SPECIALIST POTENTIAL
GAINS CUSTOMER COMMITMENT 24
IDENTIFYING CUSTOMER NEEDS 19
COMMITS TIME AND EFFORT TO INCREASE PROFESSIONAL 22
DEVELOPMENT
DELIVERS ADDED VALUE TO CUSTOMERS 75
MAKES PERSUASIVE PRODUCT PRESENTATIONS 83
EDUCATES CUSTOMERS THROUGH STRUCTURED TRAINING 22
PRODUCT/SERVICE SPECIALIST POTENTIAL
MAXIMIZES RESULTS BY ANTICIPATING OBSTACLES THAT COULD 12
IMPEDE PROGRESS
IDENTIFYING CUSTOMER NEEDS 19
PROVIDES RELIABLE INFORMATION 39
DELIVERS ADDED VALUE TO CUSTOMERS 75
MAKES ONE-ON-ONE SALES PRESENTATIONS 54
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6. TERRITORY RELATIONSHIP PRODUCT SALES POTENTIAL
ANSWERS OBJECTIONS BY REMOVING EMOTIONAL CONCERNS 45
CLOSES BY BUILDING PERSONAL TRUST AND LOYALTY 81
PROVIDES SERVICE BY EMPATHIZING WITH CUSTOMER CONCERNS 22
MAKES ONE-ON-ONE SALES PRESENTATIONS 54
MAXIMIZES RESULTS BY SYSTEMATICALLY MANAGING AN ACCOUNT 14
PLAN
ACCOUNT PENETRATION BY CUSTOMER BASE EXPANSION 19
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7. In-Depth Evaluation of Critical Potential for Best Match: Territory Relationship
System Sales
IMAGE BUILDING
Tailors image to fit customer expectations; adapts to different situations with sincerity and realism, taking care
to avoid obvious role-playing or acting; recognizes the value of first impressions; studies the image or style
with which the customer is most comfortable and adopts the dress, conversational style, and language most
trusted by that customer
Skill/Capability Level: In order to make the first impression count, Mr. Moreno will generally research customers
carefully before making contact. He strives to understand each customer's expectations and will have ready testimonials
or other proofs to establish his credibility with that particular individual. For the most part, he is willing to tailor his image
to fit different customer expectations from the shop floor to the boardroom. He works actively to match the dress and
conversation style favored by the customer without being perceived as a phony.
PROMOTES CUSTOMER RELATIONS BY SOLICITING
FEEDBACK
Seeks customer feedback regularly to verify satisfaction and uncover minor issues which could escalate if left
unattended; solicits suggestions for continuous improvement and demonstrates personal attention to the
customer even when there is no problem; listens to feedback without judgment or defensiveness, remaining
focused on results rather than personal feelings; stays logical and objective and refrains from expressing
personal frustrations to the customer; ensures future business by anticipating and removing potential sources
of dissatisfaction
Skill/Capability Level: Mr. Moreno is consistent about regularly calling on customers and asking for their feedback and
suggestions. He seeks input for continual improvement and demonstrates personal attention to the customer even when
there are no problems evident. He stays objectively focused on increasing customer satisfaction and increasing the
longevity of the relationship. He listens to customer feedback and suggestions for improvement without becoming
defensive.
NEW BUSINESS DEVELOPMENT
Takes a proactive approach to finding additional business opportunities; is comfortable with the networking
and cold calling needed to find new prospects and customers; takes the lead in meeting people and building a
contact base for new business development
Skill/Capability Level: Mr. Moreno will stay focused on prospecting and will proactively uncover opportunities for new
and repeat business. He places a high priority on finding prospective customers and works actively to expand his
contact base. He is comfortable cold calling prospects and will take charge of the contact to promote interest in his
products or services. He will be conspicuously active in organizations or events in which prospective customers are
interested.
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8. MAXIMIZES RESULTS BY PUSHING FOR QUOTA
ATTAINMENT IN DIRECT SALES
Takes pride in consistently meeting or exceeding quota and assumes personal responsibility for monthly sales
attainment; continually pushes self and uses that stress as a positive driver to focus on the tactics which will
produce the necessary sales results
Skill/Capability Level: Mr. Moreno is driven to achieve or exceed targeted results and uses sales as a means to get
there. He strives to be a top producer, both in his career and life.
SEEKS RECOGNITION AS A PROFESSIONAL
Uses position and prestige to positively influence others; enjoys public recognition and acclaim of his
achievements; wants to be seen as important and establishes credibility through title and credentials
Skill/Capability Level: Mr. Moreno may prefer a politically correct, low-profile approach and hence, might not be able to
summon the public recognition necessary to influence others. Potential followers, unaware of his accomplishments, may
question his authority.
Coaching Suggestions: Ensure that Mr. Moreno gets the recognition he deserves, but be certain that it occurs in a
low-key fashion that does not cause him embarrassment. For instance, praise him and his group for their efforts so that
he is not singled out of a crowd. Or, arrange for him to receive acknowledgement as part of a "Manager of the Week" or
"Salesman of the Month" program. This way, his name joins those of others who have reached the same level of
success.
ADAPTS APPROACH TO DIFFERENT BUYER
MOTIVATIONS
Gathers essential information to determine the benefits customers need in order to be sold; is willing to adjust
sales approach to fit different buyer motivations; influences or persuades others by determining how the other
individual can benefit, and then communicates those advantages
Skill/Capability Level: Mr. Moreno generally recognizes that individual prospects come to the table with different
buying motivations, and he understands the need to alter his approach in order to highlight the most important benefits
and to accommodate each of the various preferences.
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9. Key Motivational Characteristics
The motivational characteristics described below measure Mr. Moreno's preferences, wants, or desires. However, they
DO NOT necessarily indicate that he currently has developed the habits or skills to satisfy them entirely on his own. A
manager may wish to note these specific motivational needs and utilize the suggested discussion points to commence a
meaningful dialogue with Mr. Moreno about his potential. These characteristics will also provide you with an indication of
Mr. Moreno's fit to your organization's culture.
MOTIVATIONAL CHARACTERISTICS MANAGER'S TIPS
He doesn't know a stranger and enjoys playing an active It would be helpful for him to learn when to tone down his
role in communications. He will tend to avoid situations highly extroverted approach and utilize more active listening
which require him to take the position of listener rather than skills. Set up opportunities for interaction with colleagues
speaker, and will gravitate toward tasks that allow him to who are attentive to others. Encourage him to take note of
take center stage. If placed in a position that requires him the methods they use to clarify and absorb others' ideas by
to let others take control of the conversation, he will become asking questions and summarizing their thoughts. This
bored or frustrated, depending on the duration. exercise will provide a forum for him to develop more
effective listening techniques.
He is inclined to be very task oriented but prefers constantly He will be happiest in a job that presents him with an ever-
changing activities to hold his interest. When given a task changing array of tasks. However, there will be times when
or goal to achieve, his tendency is to use a variety of it will be impossible to provide him with the variety he seeks.
approaches to avoid repetition. If confronted with an When confronted with assignments that require him to focus
assignment that requires him to spend long hours at one on one task for extended periods of time, he may tend to
task, he could easily become burned out or fatigued. burn out very quickly. To alleviate this problem, try to
Provide him with frequent breaks in order to refresh and schedule his workday so that he works solidly for a
recharge from what he will find as tedious. specified period and then reward him with a rest period or a
small chore that offers a bit more activity or excitement,
before he is required to get back to work again.
Mr. Moreno likes to take the opportunity to share his advice Since Mr. Moreno's professional image is important to him
and expertise with others and would be motivated by and he enjoys educating people, he needs a work
educating individuals less experienced than he is. He environment that provides him with opportunities to share
seeks recognition as an expert and will promote his area of his knowledge. However, he must learn the limits of
expertise. If not given the opportunity to advise others, he offering his help. Be sure he is aware of his responsibilities
will quickly grow frustrated and could start to feel and knows when to draw the line on sharing his expertise.
underappreciated. Teach him to limit the unsolicited advice he offers and to
focus on teaching those who truly need and desire his help.
He would rather work with and enjoy others than beat them. Help him to turn his sense of competition to external
He doesn't derive satisfaction from competing as an sources. Explain the importance of removing barriers within
individual, but instead is driven to succeed as part of a his work organization and, instead, projecting his rivalry
group. He avoids competitive situations because he outward. Have him analyze competitors outside his own
believes they foster hard feelings that could interfere with group and organization. What benefits can be gained from
the group dynamic and jeopardize common goals. As a this rivalry? How can he and his team work together to
result, he will tend to back down from potential contests and overcome the competition? Require him to find ways to
rivalries. implement his ideas.
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10. MOTIVATIONAL CHARACTERISTICS MANAGER'S TIPS
Mr. Moreno prefers a participative form of decision-making Enhance Mr. Moreno's effectiveness by providing him with
and likes situations where others will take ownership. This an environment of mutual support. He will be particularly
less-directive, shared responsibility is more satisfying to him comfortable in a team setting when there is an atmosphere
than having to use a unilateral edict. When working with a of cooperation. His process for decision-making will be time
group that requires strong direction, he may be slow to consuming, so it will be necessary for him to be informed of
provide specific instruction in the hope that they will decide any time constraints. However, when his constituents aren't
on their own course of action. equipped to make an informed decision, he will need to
guide the process. Set deadlines and also guidelines as to
what the solution needs to achieve and encourage him to
pass this information along to his group so that they do not
yield a solution that strays too far from the desired results.
He prefers working on projects that require him to expand Provide incentives and rewards, not just for gathering
his knowledge and to focus on details. When confronted information and focusing on details, but for processing it in
with a project that requires him to produce quality results order to identify key issues. For example, if he successfully
quickly, he could have difficulty letting go of minor issues finishes a project by focusing only on important issues, then
that he deems important, and as a result, miss deadlines grant him the opportunity to expand his knowledge and level
and lose sight of the bigger picture. of expertise by registering him for a course or seminar in a
subject that is interesting to him. Or reward him with a pet
project where he can indulge his love for a specific field,
while still maintaining a broader perspective elsewhere on
the job.
Mr. Moreno is not distracted by the need for approval of Hold debriefing sessions after projects are complete, and
others. He is confident in his ability to complete tasks and ask what he could have improved upon and what lessons
may not objectively evaluate how his actions could impact he learned. If his focus is external, ask for further and more
results because he truly doesn't expect to be the cause, personal analysis. Make it clear that the purpose of this
even indirectly, of any potential downfalls. As a result, he analysis is not to gain the approval of others' but to ensure
may dismiss constructive criticism. that goal achievement is not jeopardized by his weaknesses
or shortcomings. Make recommendations for improvement
and then monitor his progress.
He likes to be direct and forceful in expressing his views He can be seen as too assertive, often persisting in his
and prefers to have them accepted. Because he enjoys demands until satisfied that his efforts have had the desired
being in a dominant position, he will shy away from result. Caution him not to jeopardize his message with a
situations that require him to be more compliant and, as a too-aggressive manner, and remind him that overpowering
result, could be seen by others as seeking personal power. a situation can result in a Pyrrhic victory, winning his point
but losing support. Role play with him so that he can
practice expressing his ideas in a way that still leaves room
for the opinions of others. Help him to learn how to gain
others' support rather than forcing his ideas upon them.
Mr. Moreno's wants to assume a role of importance but only Encourage Mr. Moreno to master some negotiation skills, so
if he can keep away from sensitive issues. He tends to that he will be able to confront negative situations directly.
react passively rather than actively to conflicts and is Give him opportunities to practice under fire and remind him
uncomfortable pushing his own opinion. He could become that different opinions do not automatically signal
frustrated if placed in a prominent position that requires him opposition. Explain that not everyone within a group is
to regularly confront those with a differing opinion. going to agree, especially when the allocation of resources
is at stake. Sweeping issues under the rug will only last so
long. Conflict needs to be resolved so that a fair and
equitable solution can be found.
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11. MOTIVATIONAL CHARACTERISTICS MANAGER'S TIPS
As Mr. Moreno possesses a high energy level, he needs an He enjoys working to meet deadlines and will, very often,
environment that allows him to be active. He enjoys finish tasks before they are due. However, his high energy
completing all tasks in the timeliest manner possible and will level and fast pace could cause him to make careless
not be satisfied in situations where long meetings and errors. To eliminate this problem, require him to check his
sedentary tasks are prevalent. work and to document any errors he finds. Discuss his
findings and explain that although his fast pace is valuable
in meeting tight deadlines, he needs to slow the pace just
enough to prevent sloppy errors. If he is required to take
the time to correct his own errors, he will most likely try to
prevent them from occurring in the first place.
We hope this information has been useful. The assessment was developed carefully and represents a scientific method
of assessment. The results should be used as a significant tool in the decision process in conjunction with interviewing,
background data, and other tools. Where profile information contradicts other sources, neither the profile nor the other
sources should be automatically relied on without further investigation. This assessment is valid only for the position
noted.
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