Build Success Habits and Build your Business! Self Management Group #ABABABAB 2007/11/07 Sample Sample CONTENTS Page Introduction 2 Commitment and Growth 3 Building Success Habits 4 Motivational Profile 5 Independence 6 People Orientation 7 Investigative Orientation 8 Self Confidence 9 Lifestyle Management 10 Dealing with Call Reluctance 11 Listening Style 12

POP7 Feedback #ABABABAB for Sample Sample Page 2 Introduction The purpose of this guide is to help you to continue maximizing your personal strengths as you develop your sales career. This report is based on the Personal Orientation Profile (POP) questionnaire that you completed when you joined Self Management Group . This Report is designed to: Help you leverage your strengths by understanding them and developing success habits which will take advantage of your strengths throughout your career. Career Management Planning Most sales careers include 2 phases: Phase 1: Building Success Habits Phase 2: Building your Business In some sales careers, the phases are clearly defined while in other careers there may not be such clear definitions but there will be personalized feedback in each phase can assist you in developing your sales career. Phase 1: Building Success Habits At the beginning of any sales career or when you start with a new organization, you will be required to do many things to be an effective sales representative. These will include some or all of the following: studying and taking courses to pass licensing examinations learning about the products and services that you will be providing developing relationships with your new manager(s) and colleagues understanding how to make use of the technical and business support people in the organization understanding your market and its needs. This report is designed to provide you with personalized coaching to help you during this phase where learning, building relationships and building success habits are essential. Phase 2: Building your Business Once you have been trained in organizations products and sales methods, your responsibilities will change and your personal success will be more directly correlated success of the organization. The success habits that you develop in Phase 1 will be very valuable in your ongoing success as you Build your Business.

©1993-2006 Selection Testing Consultants International Ltd.

POP7 Feedback #ABABABAB for Sample Sample Page 3 Commitment and Growth Fit to Sales Career You are very well suited to competitive sales and have the attributes to make you successful in this field. Self Coaching Strategies Use this report to identify your strengths and how to use them. Make a personal commitment to your sales career in order to take full advantage of your potential. Set high standards for yourself in terms of activity and results. You can control the activity and the results will follow if you keep working and improving your skill set. Outwork the competition Work Well with your Manager/Mentor Meet regularly with Manager/Mentor and use those meetings to learn what you are doing well and how to leverage your strengths

©1993-2006 Selection Testing Consultants International Ltd.

POP7 Feedback #ABABABAB for Sample Sample Page 4 Building Success Habits You are very enterprising, competitive, determined and goal oriented. You have the potential to be very successful. During the period of your orientation and training, it will be important for you to build the type of success habits that you can carry throughout your career. As you start to grow your business we recommend that you consult with Manager/Mentor on the daily and weekly habits that you will need to become successful. Build Good Habits Set daily and weekly progress goals for yourself whatever you are doing. Plan and record the plan for your daily activity (number hours of study, meetings and other essential activities etc). By doing this, you will establish a habit of setting your goals. Commit to your plan and exceed your goals if find that you have the time and energy. When hard work becomes a habit, the work gets easier, you become more effective and the financial rewards will follow. Reward yourself for keeping your commitments. Product Knowledge/Certification If studying for a licence or learning about the organization and its products, set daily goals for what you wish to achieve each day. Make certain that you set aside enough time to do your daily work. Take control. Building Your Business Develop a consistent daily schedule and follow it until it is a regular habit. Decide upon a number of calls that you are willing to make each day and make them. Set goals for activities which you can control such as calls, meetings, hours working on specific projects etc Commit to your goals. Monitor your activity and reward yourself for completing all your calls and other activities It is okay to feel guilty if you do not honor your commitments. If you are feeling guilty, determine why and re-work your daily plan. If you are doing market research or building a referral network, commit to a number of real contacts each day. Outwork the competition. Working with your Manager/Mentor Schedule weekly development interviews with your mentor to discuss your progress, your goals and what you need to do to keep on target. Prepare for each meeting with a review of your activities. Advise your mentor about what you are doing well and seek out one or two growth opportunities. Integrate your mentors feedback into your planning for the next week.

©1993-2006 Selection Testing Consultants International Ltd.

POP7 Feedback #ABABABAB for Sample Sample Page 5 Motivational Profile You are highly motivated by challenge and the need to achieve. You are prepared to work hard but you can be impatient and may have a high sense of urgency. Your motivational profile is similar to successful sales people who are strong closers in the sales process. Build Good Habits Organize your schedule to allow enough time to meet all your challenges. Design a scorecard for yourself to keep score and monitor your achievements. Product Knowledge/Certification Challenge yourself during this phase by setting high standards for yourself and even by competing with a peer who is also inclined to compete. Challenge yourself to get your assignments done ahead of time while keeping the quality of your work to a high standard. Building Your Business Use each interaction with a potential client as an opportunity to refine your presentation. You may have a tendency to go too quickly so learn to pace your presentaion accordingly. Organize your time effectively so that you have are doing the things that make it possible to achieve the challenges you set for yourself (see section on Self Management). Challenge yourself by competing with a peer who is also inclined to compete. Stretch yourself gradually but continuously Work on your sales process to make sure that the pace is suitable for the client or prospect. Practice patience during the sales process. Working with your Manager/Mentor Consult with your mentor to see if you can complete any of the learning steps ahead of schedule. If you are doing well on your studies, ask your mentor for suggestions on how you may get ahead of schedule. Consult with your sales manager on how your closing style. Ask your mentor or manager for suggestions on how to challenge yourself constructively.

©1993-2006 Selection Testing Consultants International Ltd.

POP7 Feedback #ABABABAB for Sample Sample Page 6 Independence You are co-operative most of the time and independent when the situation calls for it. You will integrate well with most existing systems. This makes you suitable for working independently in a structured organization. Develop this strength in the following ways: Build Good Habits Learn how the Self Management Group culture works so you can be an effective team member and take advantage of the support and structure provided by the organization. Product Knowledge/Certification When faced with a difficult problem that you cannot solve, use your resourcefulness to explore other possible solutions. Discuss what you have learned with other people who are in the company or going through the learning process. Building Your Business Follow the guidelines provided by the company and your mentor but think about other ways you can build your referral network. Integrate new ideas into your approach to selling. Build good relationships with those who provide support within the organization. Develop your self management strengths so that you can work independently as you build your business. Use your independent nature to develop fresh approaches to the sales process Working with your Manager/Mentor Try out new ideas with your mentor before using them as there may be some refinements that you have not considered. Develop your relationship with your manager and ask for weekly development interviews. Challenge yourself to think of fresh approaches to the sales process and ask manager to review your ideas.

©1993-2006 Selection Testing Consultants International Ltd.

POP7 Feedback #ABABABAB for Sample Sample Page 7 People Orientation You can be quite warm, friendly and sociable but you prefer to build friendships and relationships over time. You feel more at ease dealing with familiar people. Build Good Habits Work on your listening skills when talking to people as you learn. You may find that your social experiences are more relaxed and enjoyable. Make a conscious effort to see the good in everyone so that new interactions are more energizing for you. Product Knowledge/Certification While learning about the company and gaining any relevant licences, it is important to understand how your knowledge will help other people. Make an effort to understand why someone would need our products and how it would help them. Building Your Business Pay attention to social niceties when meeting someone. It is important to demonstrate your good manners and willingness to listen to the concerns of the other person prior to giving a presentation. Working with your Manager/Mentor Be a good listener when interacting with your mentor. Developing your knowledge base is critical at this time and you will also develop a reputation as a good listener. Make the most of each interaction with your mentor(s) by consulting with them on some of the training issues that you are facing. Learn what each of them has to say and thank them for their insights to build an enduring relationship.

©1993-2006 Selection Testing Consultants International Ltd.

POP7 Feedback #ABABABAB for Sample Sample Page 8 Investigative Orientation You are comfortable with a balance of technical and non-technical issues in your work. You enjoy some problem solving but a mixture of non-technical and technical issues would be most desirable. You have the approach to analysis that is common in successful sales people. Build Good Habits Develop good relations with colleagues who can provide support on more technical or unusual issues. Spend time every day reviewing products and relevant business news. Make it a habit. Product Knowledge/Certification Focus on the essential knowledge first and than delve into some of the more difficult material. Understand the big picture before focusing on the technical details. Building Your Business Practice a prospect approach that you can deliver it in either 30 or 60 seconds. Work on your listening skills to learn what your contacts are thinking. Resist the urge to explain things if people do not seem interested. Ask questions and listen carefully to the answers to find what the prospect needs and give the information that meets those needs. Continuously edit your presentation so it will be cover the essentials and leave enough time for the clients questions. Learn to pay attention to your prospects interest level as you present. Pay attention to buy signals and close rather than continue selling. Working with your Manager/Mentor Prepare a list of your technical questions in advance of your meetings and share them with your mentor so that they can be addressed quickly at your meetings. Ask your mentor for advice on your presentations.

©1993-2006 Selection Testing Consultants International Ltd.

POP7 Feedback #ABABABAB for Sample Sample Page 9 Self Confidence Your feelings of being in control of your own circumstances are consistent with the majority of the population. You believe that you are capable of handling most situations that you are likely to encounter. Like most people, you will feel that you need help with difficult problems or in tight situations. Build Good Habits Build and maintain your feelings of being capable (which reflect confidence) by being aware of your strengths (build conscious competence) and using them as much as possible to get things done. Build on each successful achievement as you proceed as success builds confidence. When you do not get the results that you want, focus on the things that you did well and can control, such as your effort. Label Reflect on your success when you understand a product well or have completed a study module successfully. Incorporate your new product knowledge into your own personal marketing piece so that you understand that you may have some expertise that your friends and family do not have. Building Your Business In each contact meeting focus on your strengths and use them most often. Be aware of growth opportunities and address them when you are feeling good about a successful contact meeting or some other personal strength. Build and maintain your confidence by being aware of your strengths and using them as much as possible to get things done. People build on success and success builds confidence. When you do not make a sale and you did everything to the best of your ability, focus on the things that you did well. Even a perfect sales process does not guarantee a sale but the better the process, the higher the probability. Maintain your good attitude and work habits and you can work your way out of a slump. Working with your Manager/Mentor If you have trouble understanding anything, ask your mentor to explain it to you rather than agonizing over it. Discuss your strengths with your mentor and ask for the best way to apply them. Take responsibility for your own learning as you complete your training.

©1993-2006 Selection Testing Consultants International Ltd.

POP7 Feedback #ABABABAB for Sample Sample Page 10 Lifestyle Management You handle pressure, deadlines, criticism and most stressful situations adequately. Your approach to this issue will be neither a strength or a weakness but like most people you will have occasional difficulty managing your energy. Build Good Habits Identify negative habits/thought patterns and replace them with more positive ones. Try to look at stressful situations as challenges. Seek stress coping strategies from the library, public health units, the internet and the popular media. If you are facing greater than normal levels of stress, change your goals to make them more practical. Product Knowledge/Certification Ask your manager for his/her advice on dealing with stress. Ask for coaching on organizing your workload.

©1993-2006 Selection Testing Consultants International Ltd.

POP7 Feedback #ABABABAB for Sample Sample Page 11 Dealing with Call Reluctance You have the some of the attitudes about prospecting, managing rejection and sales as a career that will help you prospecting and doing your Building Your Business. Build Good Habits You have some comfort with prospecting and rejection which can be turned to your advantage by turning each rejection into a chance to improve your approach. Let people know about your new job and ask for future referrals. Product Knowledge/Certification Focus on the high quality of the products and services that Self Management Group provides so that you will feel comfortable with value that you are providing to your prospects and clients. Building Your Business Keep asking for a referral even if you dont expect one. Remember that a positive attitude is essential and building a successful market survey will help you prospect when building your business in the future. No one likes rejection but you are generally good at accepting it as non-personal. When people wont talk to you or help with your market survey it is more likely that they are worried about how their friends would react than rejecting you. Try to set them at ease by demonstrating your good judgment and tact. Working with your Manager/Mentor Talk to your mentor to introduce techniques and ideas to handle rejection. Have your mentor comment on and reinforce the techniques that are making you successful. Review your strengths with your mentor and ask for advice on how to be even better at picking up the phone and making calls.

©1993-2006 Selection Testing Consultants International Ltd.

POP7 Feedback #ABABABAB for Sample Sample Page 12 Listening Style You demonstrate the potential to listen very effectively while in conversation with others. You are likely to listen to others attentively which will enable you to better understand and relate to others. Your approach to listening should help you in developing good interpersonal relationships with a variety of individuals that you will encounter while consulting. People who listen well can be very effective sales people because good listeners assure the client that they are being heard. Your approach to listening is an asset while interacting with clients, peers or others. Self Coaching Strategies Take advantage of your strengths as a listener when dealing with difficult clients as you may be able to gather information and gain trust where others have been unable to do so. Work Well with your Manager/Mentor Your manager or mentor should appreciate you being a good listener. Keep it up.

©1993-2006 Selection Testing Consultants International Ltd.