CTS Sales Profile

Please provide a brief description of each of the “Basic 9” scales.

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Deadline-Motivation (DM): Measures the amount of drive and focus on achieving time dependent outcomes or the accomplishment of incremental steps in well-defined processes without an intense focus on timing.

Independent Spirit (IS): measures an individual’s need for control and independent decision-making vs. a desire to collaborate and participate as a team player.

Assertiveness (As): measures a rep’s ability to assert themselves socially where necessary or reluctance to assert themselves with coworkers, customers, prospects, and others, especially regarding sensitive issues or telling others what to do next.

Recognition Drive (RD): measures an individual’s desire for acknowledgment by others (public recognition) vs. a desire to remain alone and accept private and more personal forms of recognition.

Analytical (An): measures how individuals receive, interpret, and apply information in making decisions, whether by detail analysis or by intuition and experience.

Self-Promotion (SP): measures the motivation to manage impressions left by and on others by striving to focus on strengths and downplay weaknesses vs. being open and receptive when coached, and being authentic, real, and open to weaknesses/criticisms.

Compassion (Cp): measures an individual’s desire to nurture and care for others and the motivation to serve verses remaining distant from others and valuing being “on task” and "on time."

Belief in Others (BO): measures an individual’s skepticism and trust of customers, fellow employees, and ‘management’ while remaining guarded and skeptical (in workplace interactions) vs. remaining open and  trusting and expecting the best in others.

Optimism (Op): measures a rep's attitude toward setbacks during the process of trying to achieve goals, believing that each setback is a learning opportunity verses believing that problems cannot be recovered from and present permanent obstacles to achievement.

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