POP TIP IV:
First Review Session |
In this POP Tip, we will review what we have done to date with your POP training. You can use this POP Tip as a summary tool when reviewing candidate profiles.
- The POP is a selection tool, not a rejection tool. This means that the POP should be used to assess candidates who have passed your rejection "stops," such as your first interview and/or a good career profile score.
Predictor Score (PS) |
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- The Predictor Score (PS) is the most important score on the POP assessment. The PS focuses on the ability of a candidate to survive in a competitive sales environment. Forty is an average PS.
- The Predictor Score is a composite of the Enterprising Potential (EP — 45%), Achievement Potential (AP — 40%), and Independence Potential (IP — 15%). Remember that when you have two or more "Cautions" within these four scores, you should decide whether or not to continue with your candidate. A "Caution" is a marginal score, such as:
- A PS below 40;
- An EP score below 30;
- An AP score on the minus side; or
- An IP score on the minus side.
- When your PS is 40 or greater, always look at the make-up of the EP, AP, and IP to make sure you understand the balance of scores for your candidate.
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Enterprising Potential (EP — 45% of PS) |
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- The Enterprising Potential score measures self-management ability. THis includes the ability to prospect, manage time, and monitor results.
- Thirty is an average EP score. When the score is below 30, it is a "Caution." It means that the candidate will not put forth a consistent effort.
- When your candidate's EP score is over 45, it means that your candidate has the potential to manage activity, prospect, and monitor results.
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Achievement Potential (AP — 40% of PS)
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- The Achievement Potential score measures motivation for being in sales. Your focus should be on performance and closing style.
- Zero is an average AP score. When the score is on the plus side, the candidate is more results-oriented, and will be a better closer. However, when the score is on the minus side, the candidate is not as results-oriented, a soft closer, and may have call-reluctance.
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Independence Potential (IP — 15% of PS) |
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- The Independence Potential score measures a candidate's leadership style and the amount of structure he or she needs in the coaching process.
- When the score is on the minus side, the candidate is more of a team member and will need more structure and managerial supervision. This can mean there are coaching issues to be addressed.
- Zero is an average IP score. The candidate will need some structure and is a team-oriented, team member.
- When the score is on the plus side, the candidate is more independent and will need less structure.
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| This is the first of three review sessions in the POP Tips coaching process. If you find that you need additional information, go back and review the appropriate POP Tip,
call us directly at (508) 746-6995, or e-mail us at jkerchgavoni@comcast.net.
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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 2003. All rights reserved.
The Self Management Group, Copyright 2003. All rights reserved.
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