PSA

Report designed for

Alberto Sample

Profiles Sales Assessment

TM

Interview Guide - Total Person

Performance Model: PSA - Sales Representative CONFIDENTIAL

Performance Model Date: 07/29/2011
Assessment Taken: 03/12/2012 Printed: 03/16/2012

The Payton Company

512-342-8696
www.PaytonCo.com

Copyright © 2003-2012 Profiles International, Inc.

Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

Introduction
The interview is an important part of the selection process; however, studies show that most interviews are
poorly done. Using a stock list of interview questions to ask every candidate will not lead the interviewer
to the important areas necessary for the effective placement of each individual. This Interview Guide,
coupled with the Profiles Sales Assessment Performance Model Comparison, will help make each
interview a valuable tool.

The scientifically developed Performance Model for this position reflects a solid understanding of
what the job requires. The Total Person information related to this model allows us to create interview
questions that will allow you to get the information you need to make the best possible decision about
each candidate.

This report reflects the responses provided by Alberto Sample when he completed the Profiles Sales
Assessment. A Summary Graph is included that shows his scores and how he fits to the Performance
Model for this position. It gives a quick overview of where he is in or out of the model and also shows
his overall percentage match. The result for each characteristic is illustrated on a scale from 1 to 10. The
darker area on each scale represents the best Job Match for the position. The enlarged segment of the scale
shows where Alberto scored. If the enlarged segment is dark, Alberto is in the Job Match model. If it is
lighter, he is not.

The interview questions provided are based on how well Mr. Sample fits the Performance Model. Where
he is outside the model the questions will take the interviewer into areas where potentially important
information will be addressed. The questions provided where he is in the model provide you with
confirmation that he is right for the job. Each question should be considered for use in his placement
interview. A space is provided to record the interviewer's thoughts when the response to a question
provides important information regarding placement in the position for which Mr. Sample is being
considered.

Please consult the User's Guide for additional information on using these results when working with
Alberto. As discussed in the User's Guide for this product, the results from this or any assessment should
never make up more than a third of the final decision in placements.
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Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

Summary Graph
Overall Job Match - 78%
Learning Index 1 2 3 4 5 6 7 8 9 10

Verbal Skill 1 2 3 4 5 6 7 8 9 10

Thinking Style
Verbal Reasoning 1 2 3 4 5 6 7 8 9 10
75% Match
Numerical Ability 1 2 3 4 5 6 7 8 9 10

Numeric Reasoning 1 2 3 4 5 6 7 8 9 10

Energy Level 1 2 3 4 5 6 7 8 9 10

Assertiveness 1 2 3 4 5 6 7 8 9 10

Sociability 1 2 3 4 5 6 7 8 9 10
Behavioral Traits
Manageability 1 2 3 4 5 6 7 8 9 10
76% Match
Attitude 1 2 3 4 5 6 7 8 9 10
Distortion for this
assessment is within
Decisiveness 1 2 3 4 5 6 7 8 9 10
the acceptable range.
Accommodating 1 2 3 4 5 6 7 8 9 10

Independence 1 2 3 4 5 6 7 8 9 10

Objective Judgment 1 2 3 4 5 6 7 8 9 10

Top Interests for Top Interests for this

Alberto Sample Performance Model

Enterprising Enterprising
Interests
People Service People Service 88% Match

Technical Financial/Administrative

= Match
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Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

Interview Questions
Interview questions are provided for Alberto to facilitate an effective interview process. Behavioral
Considerations for each scale relate to his scores without reference to the PSA - Sales Representative model.
Where the scores for Mr. Sample fall within the Performance Model, one interview question is
provided. Should he fall outside of the model, additional questions are provided.

Thinking Style
Learning Index
An index of expected learning, reasoning, and problem solving potential.

1 2 3 4 5 6 7 8 9 10

Behavioral Considerations

Mr. Sample achieved a Learning Index score that is outside the Performance Model for this sales
position. This suggests that his ability to learn new information is different in light of what the position
typically requires. Discussions with him should determine his motivation for participating in sales
training and what forms of training are most effective for him.

Interview Questions

• What do you find most frustrating about the way some people train others for sales?
Interviewer's Notes

• Describe a situation in which you had to really apply discipline to familiarize yourself with a new
product. How successful was your learning process? What could have made the experience more
effective?
Interviewer's Notes

• Does the saying, "Practice makes perfect" apply to you? How so, or not?
Interviewer's Notes
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Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

• What sales training has worked for you in the past? What did they do that was so helpful for you?
Interviewer's Notes

Verbal Skill
A measure of verbal skill through vocabulary.

1 2 3 4 5 6 7 8 9 10

Behavioral Considerations

Mr. Sample achieved a Verbal Skill score outside the Performance Model for this sales position. This
suggests that his vocabulary is at a different level than the position typically requires and that he could
have a problem communicating appropriately with his clients. Discussions with him should explore the
possibility that, for Mr. Sample, the position may be too frustrating.

Interview Questions

• Describe a past situation in which a client didn't seem able to get the point across to you. What did
you do and how did you handle it?
Interviewer's Notes

• When receiving instructions from a sales manager, how do you prefer they explain themselves and
what they want?
Interviewer's Notes

• Describe the way people handled getting things communicated at some of your previous jobs. What
part did you play in those communications?
Interviewer's Notes
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Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

• Would you say that you were a speed reader, or do you prefer to carefully study written information.
Or are you somewhere in between?
Interviewer's Notes

Verbal Reasoning
Using words as a basis in reasoning and problem solving.

1 2 3 4 5 6 7 8 9 10

Interview Question

• How often do people misunderstand what you have said?

Interviewer's Notes

Numerical Ability
A measure of numeric calculation ability.

1 2 3 4 5 6 7 8 9 10

Behavioral Considerations

Mr. Sample achieved a Numerical Ability score outside the Performance Model for this sales position.
This suggests that he is at a different level in ability at calculating numerical data than the position
typically requires and that he could be challenged by the numerical aspects of this sales position.
Discussions with him should determine his potential to work with the Numerical Ability required in the
position.

Interview Questions

• Describe the results you have had when instructed in a new mathematical process at work. How
long did it take to get comfortable with the calculations?
Interviewer's Notes
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Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

• Some people learn more quickly when shown the job; others like to read instructions and manuals.
Which do you like? Give me some examples.
Interviewer's Notes

• When asked to determine total times, distances or prices, how do you solve the problems? Some
people use a calculator or pencil and paper; some do it in their heads, etc. How do you manage?
Interviewer's Notes

• What opportunity have you had recently to calculate numerical problems? Did you use a calculator
to help?
Interviewer's Notes

Numeric Reasoning
Using numbers as a basis in reasoning and problem solving.

1 2 3 4 5 6 7 8 9 10

Behavioral Considerations

Mr. Sample achieved a Numerical Reasoning score outside the Performance Model for this sales
position. This suggests that his ability to involve numerical data in the decision making process is
different than the position typically requires. Discussions with him should focus on whether or not the
requirements of the position are at an appropriate level.

Interview Questions

• In the past, have you developed a sales budget? Tell me about that experience.
Interviewer's Notes
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Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

• Tell me about a time when you had to get someone else to finish a portion of a mathematical task in
which the difficulty and/or time available prevented you from finishing it on your own.
Interviewer's Notes

• What resources have you used in the past to obtain help with mathematical tasks that you found
difficult for you?
Interviewer's Notes

• Tell me about the last time that you reviewed the figures from a chart, spreadsheet or graph, drew
a conclusion and were incorrect. How did you resolve the situation and how often does this kind of
mistake happen for you?
Interviewer's Notes

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© Profiles International, Inc.

Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

Behavioral Traits
Energy Level
Tendency to display endurance and capacity for a fast pace.

1 2 3 4 5 6 7 8 9 10

Interview Question

• Tell me about a time in which you had to work very hard to reach your sales goals and how you
achieved the best results despite sacrifices of your time and pressures on your level of energy and
motivation.
Interviewer's Notes

Assertiveness
Tendency to take charge of people and situations. Leads more than follows.

1 2 3 4 5 6 7 8 9 10

Behavioral Considerations

Mr. Sample scored above the Performance Model for this sales position on the Assertiveness scale. He
may find aspects of this position overly challenging when deciding how much control is appropriately
exerted over peers and clients.

Interview Questions

• Tell me about a situation in which you had to alter a decision you made, even though it meant
compromising your opinions or goals.
Interviewer's Notes

• Describe a time in which you negotiated a compromise with a prospect or client. How did you
assert yourself while addressing their needs?
Interviewer's Notes
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Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

• Tell me about a time in which you were successful in collaborating with a prospect to his or her
satisfaction. What does this say about your ability to negotiate when closing a sale?
Interviewer's Notes

• Give me an example of a time in which you confronted a client's negative attitude successfully
which resulted in building a stronger professional relationship with them.
Interviewer's Notes

Sociability
Tendency to be outgoing, people-oriented, and participate with others.

1 2 3 4 5 6 7 8 9 10

Behavioral Considerations

On the Sociability scale, Mr. Sample scored above the Performance Model for this sales position. This
suggests that his social orientation is greater than the position typically requires and that he may find
solitary selling experiences overly frustrating.

Interview Questions

• What is your favorite method of acquiring leads and improving client relations?
Interviewer's Notes

• Tell me about an experience you have had in which you successfully motivated someone to become
more involved with the sales team.
Interviewer's Notes
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Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

• What processes are involved if and when you solve interpersonal problems at the office?
Interviewer's Notes

• How do you make the best use of your time when you and your coworkers experience a lull in sales
activity at the office?
Interviewer's Notes

Manageability
Tendency to follow policies, accept external controls and supervision, and work within the rules.

1 2 3 4 5 6 7 8 9 10

Interview Question

• Why do some people act defensively when management regulates their actions?
Interviewer's Notes

Attitude
Tendency to have a positive attitude regarding people and outcomes.

1 2 3 4 5 6 7 8 9 10

Behavioral Considerations

Mr. Sample achieved an Attitude score that is outside the Performance Model for this sales position.
This suggests that his outlook is outside that of most individuals in this position and that he may benefit
from team-building exercises to enhance trust in the sales group and clients.
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© Profiles International, Inc.

Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

Interview Questions

• Describe a past experience in which changes were introduced suddenly. What did you do to adapt
and how did you respond to the change process?
Interviewer's Notes

• How often do you feel your sales rely on the attitude that you present to others? Give an example.
Interviewer's Notes

• Give an example of the effect of your attitude on a customer or sales prospect.

Interviewer's Notes

• What role have you played in the recent past in which your sales team was feeling pessimistic? How
did you contribute to a solution?
Interviewer's Notes

Decisiveness
Uses available information to make decisions quickly.

1 2 3 4 5 6 7 8 9 10

Interview Question

• Describe a previous sales situation, if any, in which you had to take immediate action in a crisis
involving severe financial consequences.
Interviewer's Notes
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Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

Accommodating
Tendency to be friendly, cooperative, agreeable. To be a team person.

1 2 3 4 5 6 7 8 9 10

Interview Question

• When, if ever, is it unproductive to be accommodating with a client?

Interviewer's Notes

Independence
Tendency to be self-reliant, self-directed, to take independent action, and make own decisions.

1 2 3 4 5 6 7 8 9 10

Interview Question

• How is close managerial attention (sometimes called micro-managing) conducive to productive

sales? Or unproductive?
Interviewer's Notes

Objective Judgment
The ability to think clearly and be objective in decision-making.

1 2 3 4 5 6 7 8 9 10

Behavioral Considerations

On the Judgment scale Mr. Sample is above the Performance Model for this sales position. This
suggests that his decision-making process involves less intuitive thinking than the position typically
requires. Discussions with him should focus on his capacity for utilizing subjective thinking in a sales
environment.
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Profiles Sales Assessment Alberto Sample
Interview Guide - Total Person PSA - Sales Representative

Interview Questions

• Explain when a decision is best made with subjective information, like opinions from relevant
sources, or intuitive hunches concerning a selling situation.
Interviewer's Notes

• What kinds of subjective or objective information have provided you with the best information for
decision-making in the selling environment? Be specific.
Interviewer's Notes

• Describe a sales situation you have experienced in which an intuitive decision had to be made,
especially if objective data was not available.
Interviewer's Notes

• Intuitive judgment may be needed to complement logic when choosing a practical sales solution.
Describe a sale in which you used subjective thinking to solve a problem during a sale.
Interviewer's Notes

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