reflection paper 1 and half pages typed and double spaced.

October 4, 2021

Individual Strengths Report Hejin Lin

Prepared for: SEF - The University of Texas at Dallas - Semira Amirpour

Assessment Results

Summary

This section provides results for a selected set of competencies. All scores shown are percentile scores which range from 1 to 99. Percentile scores allow you to compare this individual’s scores with a group of others who took the assessment. A score of 67, for example, indicates that the person scored better than 67% of other respondents.

Sales Competencies Percentile Score

Strengthens Client Relationships by Remaining a Consistent Presence

Provides Service by Using Proven Approaches

Expands Relationships and Networks Within Accounts

Takes Initiative to Improve Personal Productivity and Achieve Career Goals

Strives to Achieve Targets by Negotiating Mutually Beneficial Agreements

Conducts Client Reviews to Protect and Grow Established Business

Resolves Concerns by Reducing the Impact of Obstacles

Solicits and Acts on Customer Feedback

Utilizes Tools to Manage Multiple Priorities

Closes Through Personal Identification with the Product

Name

Hejin Lin

Report

Individual Strengths Report

99

99

98

97

97

96

90

90

90

85

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Leadership Competencies Percentile Score

Takes Ultimate Responsibility for Results in a Leadership Role

Navigates Organizational Structure by Building Champions

Optimizes Existing Processes and Systems

Personal Attributes Percentile Score

Motivated by Attention to Detail

Works at a Deliberate Pace

Plans Communications to Avoid Offending Others

98

93

87

99

96

84

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Interpretation of Strengths

Sales Competencies

SALES COMPETENCY 1/10

Strengthens Client Relationships by Remaining a Consistent Presence

Focuses on keeping existing customers satisfied and protecting and strengthening the relationship; does not take customers for granted, but places them in the spotlight or place of honor; works hard not to lose customers by consistently maintaining a presence and taking advantage of every opportunity to build a goodwill bank account; disciplined in an effort to keep customers happy and satisfied, minimizing the risk to future business

99

Score Interpretation

This individual is consistent about regularly calling customers so that a positive communication link can be maintained. They focus on keeping existing customers satisfied by asking for suggestions as to how they can be better served. They won’t allow old concerns to affect an attitude toward customers. However, when time constraints make it impossible to give everyone a high level of attention, they’ll focus on those who hold the highest promise of long-term business. They strive to build and expand goodwill with customers, knowing that it can be beneficial in the event of future problems. They periodically do favors and restate the benefits of the partnership to ensure that the relationship will withstand any that may arise.

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SALES COMPETENCY 2/10

Provides Service by Using Proven Approaches

Wants to use accepted processes and techniques to provide timely information and resolution to key issues for customers; follows through and maintains accountability for assuring customer satisfaction; handles service issues with a consistent and procedural approach; takes pride in resolving service issues efficiently and with minimal disruption

99

Score Interpretation

This individual focuses on established procedures to consistently and efficiently pledge customer satisfaction. They won’t waste time looking for innovative solutions when established techniques are proven to be effective. They can be counted on to follow up with others to ensure that customer problems are being resolved quickly and completely. They maintain accountability for guaranteeing customer satisfaction even if the problem-solving task has been delegated to someone else.

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SALES COMPETENCY 3/10

Expands Relationships and Networks Within Accounts

Networks throughout an existing customer’s organization to identify opportunities for expanding product or service purchases; uses established contacts as a referral base to identify new areas for expanded usage of currently sold products/services and new opportunities for expanded sales offerings; seeks to increase the volume of purchases by establishing relationships with multiple users

98

Score Interpretation

This individual broadens relationships to include other potential business in the organization by networking through existing customers. They successfully identify opportunities for expanding current service offerings and use the initial contact as a reference with additional prospects. They monitor trends in the industry and changes in the customer’s focus that could affect current or future service needs. They pay close attention to established accounts so that both immediate and long- term issues are effectively met.

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SALES COMPETENCY 4/10

Takes Initiative to Improve Personal Productivity and Achieve Career Goals

Champions an area or project; does not depend on or require direction from others to take advantage of opportunities for constructive change; stays aware and informed to avoid missing opportunities; willing to change the present status in order to improve own productivity or further personal goals

97

Score Interpretation

This individual displays a willingness to take action in meeting personal objectives and goals. They won’t depend on or require direction from others to take advantage of opportunities for furthering their own career. They actively draw upon available resources to make improvements in personal productivity and reach greater levels of success. They focus their efforts and resources on initiatives and solutions that will positively contribute to the desired result, even when barriers to goal accomplishment are encountered.

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SALES COMPETENCY 5/10

Strives to Achieve Targets by Negotiating Mutually Beneficial Agreements

Approaches prospective customers with a give-and-take style that balances an aggressive determination with a willingness to compromise for the sake of satisfying the customer; persistent in a willingness to approach the sale from different directions in order to negotiate a win-win agreement; perseveres with alternatives should initial negotiations fail; works to understand diverse needs between customers and offers alternatives to satisfy unique requirements

97

Score Interpretation

This individual approaches prospective customers with a give-and-take attitude that balances an aggressive determination with a willingness to compromise for the sake of satisfying the customer and promoting better sales. They try to understand and meet the diverse needs of each individual customer. They don’t take customers for granted or expect that the same services will be equally satisfying to similar people. They work to fit services to individual customer needs.

0 10 20 30 40 50 60 70 80 90 100

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SALES COMPETENCY 6/10

Conducts Client Reviews to Protect and Grow Established Business

Develops a sales plan for each customer, making the necessary contact to protect established business; focuses on increasing integration of the current system solution to existing clients to gain a larger share of total purchases; creates a realistic contract renewal plan for each customer that addresses the retention and growth potential of those accounts; remains alert to changes in the customer’s environment that could jeopardize continued sales and alters plan accordingly; maintains a presence with established customers and does not take the relationship for granted; employs regular and proactive monitoring of product line application and integration to ensure uninterrupted delivery of benefits

96

Score Interpretation

This individual develops and maintains a practical sales plan for each customer, while working diligently to increase the use of current products and services. They focus on increasing sales of the current product offering to existing clients to gain a larger share of total purchases. They maintain a regular presence with customers, and routinely track product or service consumption so that reorders can be stimulated at the appropriate time. They remain alert to changes and alter sales plans accordingly.

0 10 20 30 40 50 60 70 80 90 100

SALES COMPETENCY 7/10

Resolves Concerns by Reducing the Impact of Obstacles

Uncovers and resolves concerns preventing a purchase decision in a step-wise fashion; creates an atmosphere that promotes listening, questioning, clarification, and resolution of customer concerns; patiently chips away at customer resistance rather than ignore or discount the concerns; remains objective and unemotional, and focused on removing obstacles to the sale; believes strongly in the benefits the system provides and logically addresses issues which interfere with the sale; configures the system to reduce these concerns and ensure maximum benefit

90

Score Interpretation

This individual uses a logical approach for uncovering customer objections. They calmly and patiently work to chip away at customer resistance rather than ignoring or discounting the issue. They reduce customers’ concerns and minimize objections by configuring products or systems to meet specific needs. They offer solutions that reinforce the benefits to be gained while reducing objections.

0 10 20 30 40 50 60 70 80 90 100

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SALES COMPETENCY 8/10

Solicits and Acts on Customer 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; ensures future business by anticipating and removing potential sources of dissatisfaction

90

Score Interpretation

This individual has the discipline to regularly call on customers and is able to spot trouble situations before issues become too large to manage. They ask for feedback and suggestions for improvement on a continual basis in order to verify satisfaction. They listen to others’ input without judgment or defensiveness, and direct any personal frustration away from customers. They remain objective and unemotional, focused on results rather than personal feelings as they attempt to maximize customer satisfaction.

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SALES COMPETENCY 9/10

Utilizes Tools to Manage Multiple Priorities

Works through multiple priorities concurrently; uses data management tools to organize information versus rely on memory; successfully manages concurrent objectives by sticking to a disciplined work plan when faced with ’hot’ issues that could divert time and resources

90

Score Interpretation

This individual faithfully organizes their projects to consistently stay aware of important tasks and issues. They use data management tools to remind them of key deadlines and target dates so they don’t have to rely solely on memory. They can manage multiple priorities concurrently because they stick to a disciplined work plan, even when faced with an issue that could divert time and resources. They focus on their work plan and do not become distracted by a single task to the exclusion of all others.

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SALES COMPETENCY 10/10

Closes Through Personal Identification with the Product

Uses strong personal identification with the product to influence others to promote and sell the product line; keeps the distributor fired up and committed to buying into a program or plan; works with other salespeople to help them close the large or elusive deal; breaks up the selling cycle into small increments and sets goals for each step; maintains the pressure to move forward through each step without becoming too pushy or overbearing; proactively reinforces the purchase decision, recognizing the risk that a product or program can be supplanted by the competition

85

Score Interpretation

This individual personally believes in the benefits of their products and services and is willing to stand behind the offering when competing for a contact’s interest and commitment. They feel that if others understand the benefits, there will be mutual support for the solutions. They break the sales process into manageable steps and seek continued agreement from customers at each step before moving on to the next. They understand the need to proceed gradually toward the final purchase so that the customer does not feel rushed, but they will also remain cognizant of urgency.

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Leadership Competencies

LEADERSHIP COMPETENCY 1/3

Takes Ultimate Responsibility for Results in a Leadership Role

Commits to taking personal responsibility for results, even when those results are achieved indirectly through others; provides support and resources but will not interfere in others’ tasks in order to guarantee the result; establishes a plan to follow up on progress; takes pride in being a critical link to the success of the organization; stays focused on the result and avoids blaming others, using excuses as explanations, or justifying negative but preventable outcomes

98

Score Interpretation

This individual accepts personal responsibility and does not offer excuses or attempt to place blame on others in order to escape accountability. They hold themselves to a very high standard and thus acknowledge their role in goal achievement, even when they have only indirect control of the outcome. They actively identify deviations from the goal and assess what needs to be done to ensure that the desired results are produced. They will alter the process as necessary to meet results expectations.

0 10 20 30 40 50 60 70 80 90 100

LEADERSHIP COMPETENCY 2/3

Navigates Organizational Structure by Building Champions

Understands and effectively uses the organization’s political power structure; is sensitive to others’ agendas and recognizes that there can be different views of priorities or objectives; tries to lay a groundwork of cooperation by helping others to look good before soliciting their support; cultivates relationships with those who most influence job success; incorporates the extra steps needed to satisfy political issues that can slow or halt progress toward a desired objective

93

Score Interpretation

This individual understands and carefully aligns actions, plans, and strategies with the values and beliefs of those in authority positions within their organization. This effective use of the political power structure, as well as sensitivity to others’ agendas and views, will lay the groundwork of cooperation needed to achieve career success.

0 10 20 30 40 50 60 70 80 90 100

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LEADERSHIP COMPETENCY 3/3

Optimizes Existing Processes and Systems

Focuses on measurable and near-term results and outputs; emphasizes efficiency, cost control, and refinement of the processes and procedures that produce incremental gains; controls risk by modifying existing systems to increase productivity versus launching an unproven idea; consistently applies a methodology that is working and will not change or abandon that approach for the sake of trying something different; promotes the desired approach and enlists participation by authoritatively demonstrating its benefits and logically responding to questions and concerns, so those involved can understand and will not feel threatened

87

Score Interpretation

This individual will perform best in a job role which demands the output of consistent results. They will refine existing systems to maximize efficiency and profitability. They’ll focus attention on preventing failure by ensuring improved quality and cost control. While they will take suggestions from cohorts under advisement, they’ll seek the advice of experts when making plans. They use the authority of their position to influence others to accept methods. They demonstrate concern for those affected by such decisions and clearly communicate intentions to minimize any concerns.

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Personal Attributes

PERSONAL ATTRIBUTE 1/3

Motivated by 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

99

Score Interpretation

This individual remains consistent in their detail orientation and will not permit sloppy or careless effort regardless of how a task is ranked in importance.

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PERSONAL ATTRIBUTE 2/3

Works at a Deliberate Pace

Maintains a very methodical and unhurried approach to accomplishing tasks; adopts a physical pace that provides ample opportunity to review work

96

Score Interpretation

This individual prefers not to be rushed and works at a pace that allows ample time to check their output. Their controlled, steady tempo prevents thoughtless errors and is conducive to sedentary tasks that require precision or repetition.

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PERSONAL ATTRIBUTE 3/3

Plans Communications to Avoid Offending Others

Sensitive to the motivations and concerns of others, and plans for the impact actions or decisions will have on them; concerned with offending others and will not express themselves without reflection and consideration of others’ interpretation; introspective, and comfortable using solitude to reflect on interpersonal issues

84

Score Interpretation

When presenting information of a sensitive nature, this individual takes into consideration the needs and concerns of others and how a message may be interpreted. Rather than speaking without planning, they will use privacy for introspection and understanding others’ potential concerns so they can craft the message appropriately.

0 10 20 30 40 50 60 70 80 90 100

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