P. O. Box 6215 ~ Plymouth, MA 02362
phone, 508.746.7716 ~ fax, 508.747.4257
e-mail, jkerchgavoni@comcast.net
www.diversified-solutions.com

POP TIP II:

Understanding the Predictor Score (PS)
& Enterprising Potential (EP)

  • The POP assessment tool has nine scales overall. They are:

    • Predictor Score (PS)

    • Enterprising Potential (EP)

    • Achievement Potential (AP)

    • Independence Potential (IP)

    • People Orientation (PO)

    • Investigative Orientation (INV)

    • Self-Directed (SD)

    • Call Reluctance (CR)

    • Uncertainty Coefficient (UC)

  • The four most important scales on the POP are the PS, EP, AP, and IP. These scales are predictive of a candidate's potential for success.

  • The PO, INV, CR, and UC are descriptive and provide support information for the PS, EP, AP, and IP. These scales focus on a candidate's style.

Predictor Score (PS)
  • The Predictor Score (PS) is the most important score on the assessment. It measures the probable performance of a candidate. In other words, can he or she survive working in a competitive sales environment?

< 30
Strong Caution

 Look at EP, AP, and IP for details.

56 to 80
Above Average
to Superior

 Should have good combination of EP, AP, and IP.

31 to 40
Caution
Marginal — Average

 Look at EP, AP, and IP combinations for problems.

81 +
Strong
Candidate

 Check EP, AP, and IP combinations. Can you manage this candidate?

41 to 55
Average to
Above Average

 Check EP, AP, and IP combinations. NOTE: The Predictor Score is a composite of the Enterprise Potential (45%), Achievement Potential (40%), and Independence Potential (15%).

Coaching Tips:


  • When you have two or more cautions with the EP, AP, or IP, be careful on how you proceed with your candidate.

  • Regardless of what your Predictor Score is, always look at the make-up of the EP, AP, or IP combinations.

Enterprising Potential (EP)
  • The Enterprising Potential (EP) measures a candidate's self-management potential. This means activity management, prospecting ability, and time management skills. It also provides information on how your candidate will do away from the office as a detached sales associate.

  • Predicts the degree of a candidate's focus on personal effort toward achieving goals.

< 20
Caution

 Candidate can't survive in a competitive environment.

46 to 70
Above Average
to Superior

 Very consistent with self-management potential. Will work activity management to full potential. Great score for a detached agent.

21 to 30
Potential Caution

 Inconsistent effort. Will need a natural market to survive and a commitment to work hard.

71 +
Superior

 Candidate will be very focused on all time management issues.

31 to 45
Average to
Above Average

 Consistent with activity management skills. Will need some supervision.  

Coaching Tips:


  • The Enterprising Potential is the major predictor of survival.

  • Whenever a candidate's EP score is high, make sure that your candidate's goals are on target with yours.
If you have questions on any of the information on this POP TIP,
please call us directly at (508) 746-6995, or e-mail us at jkerchgavoni@comcast.net.
 

Feel free to forward this POP Tip and give friends
& associates a chance to sign up.

Visit Diversified Solutions at www.diversified-solutions.com!

 
Diversified Solutions, Copyright 2006. All rights reserved.
The Self Management Group, Copyright 2006. All rights reserved.