POP TIP VII:
Second Review Session |
- Remember that the Predictor Score (PS), Enterprising Potential (EP), Achievement Potential (AP), and Independence Potential (IP) are your four most important scales on the POP assessment. Each of these scales is predictive of a candidate's success.
- The People Orientation (PO), Investigative (INV), Self-Directed (SD), and Call Reluctance (CR) are descriptive of a candidate's style and support the PS, EP, AP, and IP.
When you have two or more "Cautions" with the PS, EP, AP, and IP, you must decide whether or not to continue with your candidate.
- When you have a "Caution" with the PO, INV, SD, or CR, it means you must make adjustments in your interviewing and training process to address the issues presented.
People Orientation (PO) |
|
- The People Orientation (PO) score measures a candidate's ability to be motivated and rewarded by interaction with people. This indicates how focused a candidate is on building relationships with others. This will affect the prospecting and client-building process.
- Zero is an average PO score. A higher score indicates that a candidate will be motivated toward building relationships.
- A PO score on the minus side indicates a potential interpersonal relationship problem.
- Remember that when the AP is on the minus side and the difference between the AP and PO is 30 points or more, the candidate has potential Call Reluctance.
|
|
Investigative Orientation (INV) |
|
- The Investigative (INV) measures a candidate's commitment to self-development.
- Zero is an average INV score and indicates a commitment to self-development. As scores get higher, candidates become more analytical, process information more slowly, and can be trained in the classroom or in the field.
- When the score is on the lower minus side, your candidate processes information quickly and should be trained in the field versus the classroom. Most importantly, this type of candidate should have a specific learning agenda.
- A high INV (highly analytical) and a low IP (structure) indicates that you have a candidate who is a student of the business.
|
|
Self-Directed (SD)
|
|
- The Self-Directed (SD) score measures control over issues in a candidate's life and level of self-confidence at the time of assessment.
- Thirty is an average SD score. When your candidate's score is below 30, it is a "Caution" and indicates an issue with self-confidence or personal control in life. When the score is higher, it indicates a positive approach to self-confidence and personal issues in life.
|
|
Call Reluctance (CR) |
|
- The Call Reluctance (CR) score measures a candidate's attitude toward call reluctance at the time of assessment. Attitude means that a training approach might fix the issues.
- Thirty is an average CR score. Remember to look closely at the entire CR scale (pages 12 through 15) in your assessment results. If there is an indication of a problem with any of the four areas, make the appropriate training adjustments.
|
|
Uncertainty Coefficient (UC) |
|
- The Uncertainty Coefficient (UC) score tells you if the results of your assessment are reliable. When your UC score is high, look at the test make-up to determine what the issues are.
|
| This is the second 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.
|
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.
|
|
