Professional Staff Profile:
Compare High Performers to Low Producers

Predictive Skills: Ten characteristics will predict sales rep success in this manager position. Review below how top sales performers will differ from lower performers.

Uses his time to produce tangible results; judges effectiveness by the quantity of what has been accomplished in a given time frame; derives personal satisfaction from accomplishing measurable outputs.

HIGHS

• Focuses on the quantitative measure of results produced, whether engaged in a repetitious, singular activity or frequently changing and diverse tasks
• Gains personal satisfaction from producing tangible results
• Judges his effectiveness by how much he accomplishes in a given timeframe
• Establishes concrete dimensions and steps that can become quantifiable measures of his progress.

LOWS

• Can too easily lose interest in results-oriented activities in favor of more satisfying opportunities offered in the arenas of personal relationships or influence and power
• May judge his effectiveness in task achievement using standards of quality, creativity, or efficiency rather than measure accomplishment by the sheer quantity or volume produced
• Tends to be rather casual or informal about tracking progress in results achievement and is comfortable with variable output levels

TAKES INITIATIVE IN A BUSINESS UNIT

Demonstrates a willingness to take action on problems or opportunities without prompting; possesses the intrinsic desire and willingness to push toward achieving a desired goal or end-state without suggestion from others; prepares alternatives so the outcome is not jeopardized by unexpected barriers; exhibits the desire to blaze new trails as a means to an end

HIGHS

• Champions new initiatives and identifies opportunities or issues requiring change without prompting
• When barriers to goal accomplishment are encountered, is willing to introduce and implement a solution throughout his sphere of influence
• Is willing to take the lead, even if others don’t initially understand or approve
• Focuses effort and resources on initiatives or solutions that will positively contribute to the desired result; does not simply try to ‘build a better mousetrap
• Changes the present status in order to improve the position of the group or organization in meeting its objectives
• Installs targeted, selective changes that provide real added value to the organization
• More than simply overcoming a negative or preventing a loss, the solutions or changes he initiates leave the job (task, project) with something gained

LOWS

• Is uncomfortable developing a solution to a problem or trying a different approach without positive directives from a higher authority
• Hesitates to push own ideas or drive new goals
• May be too willing to leave well enough alone and conforms to established rules and principles
• Uncomfortable pushing beyond easy or traditional responses to creative or original thinking
• Tends to wait patiently for situations to settle over time or to correct themselves in a more natural fashion

DEVELOPS TECHNICAL COMPETENCE

Seeks to stay abreast of new developments in his core competencies and to learn enough about related fields to apply knowledge effectively in the business; enjoys learning and is intellectually curious; has a strong desire to continuously improve knowledge, skills, and abilities; sees learning and knowledge as the keys to building the skills and abilities essential to job and career success

HIGHS

• Stays abreast of technical developments in his field in order to effectively apply his knowledge
• Reviews professional publications, newsletters, and other current information in his own and related fields
• Routinely collects and reviews key data and information to track progress on all important functions
• Applies technical principles effectively to goals, plans and new situations
• Uses technology to enhance productivity
• Incorporates professional expertise into projects and new initiatives

LOWS

• Tends to rely on others' expertise in areas in which he doesn't understand the technology or basic principles
• Applies an existing body of technical principles to objectives and problems without taking the steps to expand and update it
• Interest in exploring new technical developments may be cursory and driven by business demands rather than by personal curiosity
• May spend insufficient time tracking all key business information sources

PRIORITIZES TASKS

Prioritizes and utilizes time to maximize the greatest overall return on effort spent; probes for sufficient information to determine the significance and urgency of a specific task; analyzes workload demands in the light of key objectives; devotes the appropriate amount of time to any given task based upon its relative impact on the successful completion of key job objectives

HIGHS

• Gathers necessary information to appropriately integrate new demands or requirements into his priorities
• Prioritizes and assesses situations or tasks with the intent of committing time to the most critical or key objectives
• Defers time urgent but less critical issues and will not prioritize on the basis of attention grabbing emergencies

LOWS

• Priorities may be set with superficial information or a limited understanding of critical success factors
• Sets priorities by what he finds enjoyable or personally satisfying, and not by key job objectives
• Gives priority to perceived emergencies in the tradition of 'the squeaky wheel get the grease'

PROBLEM-SOLVING

Objectively analyzes a problem situation and takes steps to provide a solution; identifies the root of the problem before pressing for a resolution; remains engaged until a solution is reached; tries to see all sides of the problem and thus understand others’ assessment of the issue or response; takes personal responsibility for identifying a resolution

HIGHS

• Objectively isolates and defines problem areas clearly
• Determines the true nature of the problem rather than deal with its symptoms
• Is willing to ‘think outside the box’ to find a solution
• Displays sensitivity and genuine interest in understanding others’ perspectives and will not ignore their concerns
• Regards any problem as a challenge to be met with eagerness and enthusiasm
• Remains engaged until a problem has been resolved
• Takes personal accountability for the result

LOWS

• Can be biased and make judgmental or inappropriate assumptions without analyzing the situation objectively
• May press toward resolution without identifying the root of the problem
• Becomes wrapped up in his own views and loses sight of how others may see the problem or response
• Becomes frustrated with solving the same or similar problems over and over again
• Tends to take complaints and problems personally and feel oppressed by them
• Sees problem resolution as an inconvenience and a distraction
• May oversimplify a problem and its solution and disengage his efforts before identifying a satisfactory solution
• Resists taking ownership of the solution

ATTENTION TO DETAIL

Committed to exactness and precision in task completion; identifies, pays attention to, and works to understand details; thorough and consistent in following up at the detail level; seeks to become expert in the disciplines related to the adopted career path to ensure quality and precision in one’s work; takes pride in one’s knowledge base and level of expertise

HIGHS

• Focuses on quality and precision in his work because it is important to be accurate for its own sake
• Takes pride in the depth of expertise he has acquired for his job
• Remains consistent in his detail orientation and will not permit sloppy or careless effort regardless of how a task is ranked in importance
• Will not sacrifice quality for the sake of being more efficient, productive or creative

LOWS

• Attentive to relevant details for which he is held accountable but prefers to keep an overview and deal with planning and execution at a more conceptual level
• Is more likely to develop himself as a generalist than a specialist and tends to adopt a broad-brush approach to his tasks in terms of qualitative standards
• Reliable and accurate in the tasks he completes when directed to do so
• Selective in his attention to detail, disregarding or delegating what he does not consider crucial to accomplishing his goals
  

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