A Guide to Helping SAMPLE SAMPLE Build Success Habits and Build SAMPLE's Business! ID#: D4IGLAU4VOWT 2022/10/04 Smart Work Assessments CONTENTS Page Introduction 2 Commitment and Growth 3 Building Success Habits 4 Enterprising Potential (Self Management) 4 Achievement Potential (Motivation) 5 Independence Potential 6 People Orientation 7 Investigative Orientation 8 Self Directed (Confidence) 9 Lifestyle Management 10 Call Reluctance 11 Listening Style 12

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Coaching #D4IGLAU4VOWT for SAMPLE SAMPLE Page 2 Introduction The purpose of this guide is to help mentors and/or managers assist SAMPLE SAMPLE to build success habits that will help him/her succeed in a challenging sales career. This report identifies SAMPLE's strengths and provides suitable coaching strategies to take advantage of his/her strengths as he/she goes through the phases of his/her career. Phase 1: Building Success Habits At the beginning of any sales career or when someone starts with a new organization, they will need to build the habits which will help them when: studying and taking courses to pass licensing examinations (if applicable) learning about the products and services developing relationships with new manager(s) and colleagues understanding how to make use of the technical and business support people in the organization understanding the market and its needs Phase 2: Building the Business Once trained in the organization's products and sales methods, the sales representative's responsibilities will change and personal success will be more directly correlated to the success of the organization. The success habits developed in Phase 1 will be complemented by new ones as the sales representative builds a business. This report is customized based on SAMPLE SAMPLE's personality traits and attitudes. Please refer to it as a source of coaching strategies that have been shown to be effective with salespeople with his/her profile.

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Coaching #D4IGLAU4VOWT for SAMPLE SAMPLE Page 3 Commitment and Growth Fit to Sales Career (Predictor Score)       9     VERY STRONG           STRONG AVERAGE BELOW AVERAGE            CAUTION SAMPLE has some of the attributes that can make him/her successful in competitive sales but will be more comfortable in building relationships and selling from service contacts. To be successful in competitive sales, he/she will benefit from coaching that helps identify and build on his/her strengths: Coaching Strategies Review this report to identify and focus on his/her strengths. Encourage a sincere, personal commitment to this career. To be able to leverage his/her strengths, he/she will have to build a client base and provide superior service. Review and practice his/her sales skills regularly. Encourage him/her to work hard on developing his/her knowledge on the product line. Help enhance his/her presentation skills. Help him/her develop a reputation for providing outstanding service and good products that meet his/her clients' needs. Encourage him/her to use his/her natural markets which include his/her friends, family, social acquaintances, business associates from previous work situations and everyone that he/she knows. If they are not interested in what he/she has to offer, he/she can find out if they will refer someone who will be interested. Help him/her make cold calls and look for referrals. Monitor his/her prospecting of referrals until you are convinced that he/she has made prospecting a daily habit.

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Coaching #D4IGLAU4VOWT for SAMPLE SAMPLE Page 4 Building Success Habits Enterprising Potential (Self Management)       5     STRONG AVERAGE MARGINAL                     WEAK SAMPLE is enterprising, competitive, determined and goal oriented when he/she needs to be or when the situation requires it. He/She has the potential to do very well in a sales career if he/she follows a well defined process. We recommend the following for him/her: Building Good Habits Encourage him/her to develop a daily plan for all of his/her essential activities. Make sure that he/she understands it and is committed to it. Coach him/her to record his/her planned daily activity (number of hours of study, meetings and other essential activities etc). By doing this, you will help him/her establish a habit of setting his/her goals. Monitor each essential activity to assure that he/she is meeting his/her overall goals. Reward him/her for keeping his/her commitments. Encourage him/her to develop a process to deal with distractions in a way that allows him/her to remain focused on completing his/her essential activities. If he/she is studying for a license or learning about the organization and its products, set goals and monitor his/her progress until satisfied that goals are being met regularly. Building his/her Business Encourage him/her to develop and commit to a schedule so that his/her daily activity is being done on a regular time table (same time each day if possible). Encourage him/her to take control of his/her activity so that he/she is the one who drives him/herself rather than looking for motivation from others. Remind him/her that taking control of the controllable activities such as prospecting is the best way to avoid slumps and having poor results. Learn to recognize distractions and deal with them quickly so he/she can keep focused on what he/she needs to do. If he/she is doing market research or building a referral network, get him/her to commit to a number of real contacts each day. This is a very important success habit because once he/she is committed to making a number of real contacts every day, he/she will no longer need to think about it. Help him/her build a process for getting his/her daily activity completed. If you build a good process together and he/she commits to it, this will help him/her become successful. Encourage him/her to: Encourage him/her to develop a method by which he/she gathers all of his/her questions and organize them by topic before discussing with his/her mentor. Ask him/her to send them ahead of meetings wherever possible. Review his/her plans with his/her mentor until he/she has reached agreement on the details and encourage him/her then to implement his/her plans. Encourage him/her to schedule regular development interviews with his/her mentor to discuss [his/her progress, his/her goals and what he/she needs to do to keep on target. Take advantage of the feedback from his/her mentor by incorporating any new suggestions into his/her daily and weekly activity.

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Coaching #D4IGLAU4VOWT for SAMPLE SAMPLE Page 5 Achievement Potential (Motivation)       -4     $ AND/OR CHALLENGE PEOPLE AND SERVICE SAFETY AND SECURITY He/She balances the need to achieve with the need to provide services that he/she views as valuable to others. He/She likes challenges but also likes to build good relationships. Building Good Habits Challenge him/her to be sure that each day's critical activities are getting done. Set reasonable but challenging goals for him/her and stretch his/her goals gradually when he/she is meeting them consistently. If SAMPLE is working on licensing or training, make certain that all of his/her assignments are on-time while keeping his/her work to a high standard. Building his/her Business Challenge him/her to meet or exceed his/her targets for the number of contacts each day. Work on balancing the quantity and quality of his/her presentations. Work on his/her sales process to make sure that the pace is suitable for the client or prospect. Be an expert in the products that are the best sellers and/or suitable for most clients. Encourage him/her to: Test his/her progress. Provide him/her with interesting challenges. Get his/her mentor to test his/her knowledge and advise him/her on key areas to review and practice. If he/she is doing well in learning what he/she needs to learn, ask him/her for suggestions on how to get even better or ahead of schedule. Coach him/her on the effectiveness of his/her client presentations.

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Coaching #D4IGLAU4VOWT for SAMPLE SAMPLE Page 6 Independence Potential       -18     VERY INDEPENDENT INDEPENDENCE ORIENTED TEAM ORIENTED    VERY DEPENDENT He/She is co-operative and team oriented and will be comfortable working with the company's people and systems. Encourage him/her to develop this strength in the following ways: Building Good Habits Familiarize him/her with the support and structure provided by the company. Encourage him/her to develop regular feedback sessions with suitable colleagues. Encourage him/her to develop his/her self-management skills so that he/she can work on his/her own within the guidelines provided. This will also help him/her to develop his/her self-sufficiency when in the field working with clients. If feasible, find a suitable colleague to work with occasionally. Building his/her Business Ask him/her to use the company's approach when doing market research or starting to develop a client base. When working with others, define his/her role clearly so that he/she can make his/her own unique contribution. Encourage him/her to work on his/her self-management skills to become more self-reliant in a variety of situations. Encourage him/her to: Encourage him/her to develop his/her independence by trying to minimize the number of times that he/she calls you or his/her other colleagues. Challenge him/her to think of fresh approaches to the sales process and review his/her ideas with him/her. Encourage him/her to complete his/her activities prior to looking for feedback from others.

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Coaching #D4IGLAU4VOWT for SAMPLE SAMPLE Page 7 People Orientation       -13     Warm/Friendly/Sociable Builds Relationships over Longer Term SAMPLE can be quite warm, friendly and sociable but prefers to build friendships and relationships over time. He/She feels more at ease dealing with familiar people than meeting new people. Building Good Habits Work on his/her listening skills when talking to people and show him/her how being a good listener will make his/her social experiences more relaxed and enjoyable. Help him/her focus on the good in everyone so that new interactions are more energizing for him/her. Building his/her Business Encourage him/her to pay attention to social niceties when meeting someone. It is important to demonstrate his/her good manners and willingness to listen to the concerns of the other person prior to giving a presentation. Because SAMPLE is not naturally sociable, it will be important for him/her to explore his/her natural markets fully and build a large network of people with whom he/she is comfortable. Encourage him/her to: Developing his/her knowledge base and sales skills is critical because his/her social style will make him/her less comfortable meeting new prospects. Encourage him/her to develop a reputation as a good listener.

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Coaching #D4IGLAU4VOWT for SAMPLE SAMPLE Page 8 Investigative Orientation       -16     Systematic/Analytical Learns the Necessities SAMPLE prefers to learn what is necessary to do the job effectively but would prefer to avoid highly technical or ongoing research as part of his/her regular work. To be successful during the self-study phase of his/her learning, it is very important to: Building Good Habits Encourage him/her to pay more attention to detail than he/she normally would during the product knowledge and/or license study phase. Encourage him/her to develop good relations with the colleagues who can provide support on more technical or unusual issues. Coach him/her to focus on the essential concepts first and then to delve into some of the more difficult material so that he/she has a good knowledge of the ‘big picture' which he/she can support by focusing on the essential technical detail. If he/she needs to be certified or get a license, spend more time than you might normally do, monitoring his/her approach to studying. Building his/her Business Encourage him/her to ask open ended questions and pay attention to what the clients are saying. Encourage him/her to set aside regular time each week to review his/her product information; focusing on the most important or popular products and staying aware of less well-known options as well. Encourage him/her to read the business section of the newspaper to be aware of any legislation or business trends that could affect him/her and his/her clients. Encourage him/her to develop good relationships with those who can provide expertise on some of the issues that do not interest him/her. Encourage him/her to: Encourage him/her to develop good relationships with his/her mentor and the company's sales and technical people as they will be able to provide insights into some of the issues that he/she may find either uninteresting or difficult. Be a good listener when you spend time with him/her so that you are able to address the issues that may make the difference between passing and failing licensing exams. Challenge him/her to improve his/her knowledge of the company's products and services. Review his/her sales process to be comfortable with his/her attention to detail.

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Coaching #D4IGLAU4VOWT for SAMPLE SAMPLE Page 9 Self Directed (Confidence) -8 SAMPLE may sometimes feel that he/she has very little control over events and circumstances. He/She may feel that outside factors affect his/her performance and may not be comfortable with criticism. Build his/her confidence using some of the following techniques: Building Good Habits Build success by emphasizing the things that he/she does well. When he/she achieves even minor successes, remind him/her that it was his/her achievement, and not luck or some other outside influence. Coach him/her to take responsibility for his/her own successes. Work a little harder. Effort is an excellent way to re-build confidence. By setting out to get something done, we have already started to achieve but sticking with it when the going gets tough is an even greater achievement. Even when the results are unsatisfactory, if someone works hard he/she has demonstrated that he/she can take control of a situation where others may have quit. Ask him/her to build his/her own personal marketing piece so that he/she is more aware of personal strengths and expertise that his/her friends and family do not have. Coaching Strategies Focus on his/her strengths and how to get even better. Address growth opportunities only when he/she is feeling in control.

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Coaching #D4IGLAU4VOWT for SAMPLE SAMPLE Page 10 Lifestyle Management 11 He/She is currently showing signs that he/she is having some difficulty dealing with stress. SAMPLE may be experiencing a significant amount of stress without having good strategies to cope with it. People who are not coping effectively with stress can provide inconsistent performance and may need support from an understanding supervisor. Building Good Habits Identify the things that are causing him/her stress and evaluate whether his/her approach to coping with these stressors is effective. Try to eliminate some of his/her non-essential activities and responsibilities. Coach him/her to identify negative thinking and behavior patterns and replace them with more positive ones. Coach him/her to try to treat stressful situations as challenges but to be careful. Ask him/her to ask for the advice of others who are coping effectively with some of the same issues that he/she is. Seek stress coping strategies from the library, public health units, the internet and the popular media. Coaching Strategies Indicate that he/she is feeling somewhat overloaded and look for help in defining the essential and non-essential tasks. Coach on organizing his/her workload.

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Coaching #D4IGLAU4VOWT for SAMPLE SAMPLE Page 11 Call Reluctance 21 He/She has some attitudinal issues that could cause him/her to have difficulty dealing with call reluctance when doing a market survey or prospecting. This is a critical point for him/her to address if he/she is going to be successful in a sales career. His/Her attitude is up to him/her and if he/she doesn't think sales is right for him/her, he/she will have to change his/her view of sales or look for a different type of career. Building Good Habits Remind SAMPLE that no one likes rejection but that he/she needs to view it as non-personal. Some people have negative views about sales people based on their experiences and that is not a reflection upon SAMPLE. Coach him/her to behave with dignity and feel good about his/her self-control. Coach him/her to deal with rejection quickly and move on to the next prospect. Dwelling on it will build the wrong type of inertia. Focus on the high quality of the products and services that the company provides so that he/she will feel comfortable with the value that he/she is providing to his/her prospects and clients. Building his/her Business Remind him/her that when people won't talk to him/her or help with a market survey, it is more likely that they are worried about how their friends would react than rejecting him/her personally. Coach him/her to be a professional who demonstrates tactfulness and good judgment no matter what the conditions. By presenting a professional image, he/she may be able to build a relationship that grows over time. Encourage him/her to: Give your best advice on dealing with the attitudinal issues related to rejection, prospecting or sales as a career. Coach him/her on market surveys and how to get appointments. Explore his/her feelings on sales as a career.

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Coaching #D4IGLAU4VOWT for SAMPLE SAMPLE Page 12 Listening Style 23 SAMPLE's responses indicate that he/she may have some areas for growth in his/her approach to listening. He/She may have some difficulty listening attentively to others for long periods of time. He/She may also need development in actively listening to the needs and/or concerns of clients, peers and others. A Guide to Helping Try to monitor his/her interactions with clients, peers and others on a regular basis in order to evaluate his/her handling of these interactions. Think about his/her approach to listening and becoming more attentive and effective when gathering information. Consider formal training in listening skills, particularly in handling client/client relations. Coaching Strategies Coach him/her to practice pausing before speaking. Provide occasional feedback on his/her approach to listening. Provide occasional feedback on his/her approach to listening.

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