ASSESSMENT RESULTS

For Devin D. Puckett

ASSESSMENT RESULTS
Personal & Confidential
NAME:
POSITION:
BOTTOM-LINE:
DATE:

Devin D. Puckett
Account Management
STRONG MATCH
November 4, 2015

The validity scales within the assessment indicate that you were exceedingly candid in answering the questionnaire and
went out of your way to admit limitations.

Skills Potential Summary

All scores shown are percentile scores, which range from 1 to 99. These scores indicate how an individual compares to a
large sample of professionals who completed the assessment. Do not confuse percentile scores with percentage correct
scores. Percentile scores allow you to compare one persons scores with a group of others who took the assessment.
According to Chally's analysis of University Assessment Program position information, we have agreed that the following
Sales Skills are most critical to success in this position:
CRITICAL SUCCESS SKILLS
MAXIMIZE RESULTS BY SYSTEMATICALLY MANAGING AN ACCOUNT PLAN
DRIVEN TO PRODUCE BY INCREASING SALES TO EXISTING ACCOUNTS
WORK THE SYSTEM FOR THE CUSTOMER
EDUCATE CUSTOMERS THROUGH STRUCTURED TRAINING
PROMOTE CUSTOMER RELATIONS BY SOLICITING FEEDBACK
RESPOND AT ANY HOUR

Chally Group Worldwide.

PERCENTILE
80
78
53
75
43
50

Devin D. Puckett | 2

In-Depth Evaluation of Critical Potential for Account Management

MAXIMIZE RESULTS BY SYSTEMATICALLY

MANAGING AN ACCOUNT PLAN
Consistently meet or exceed sales targets through personally controlling the critical aspects of the sales and
delivery processes; systematically work each account plan and anticipate problems in order to work around
them; are driven to win customers attention and treat their business as an honor, never letting them feel taken
for granted
Skill/Capability Level: You maintain personal control over those aspects of the sales and delivery process identified as
top priorities. You understand that achieving an extremely high level of sales success requires constant attention on your
part. You systematically work each account plan and anticipate problems in order to work around them. You take a
disciplined approach of anticipating and monitoring for potential obstacles in order to provide continuous benefit delivery.
You make your customers feel like their individual needs are of utmost importance to you. When they raise an issue, you
act to meet their desires as quickly and effectively as possible.

DRIVEN TO PRODUCE BY INCREASING SALES

TO EXISTING ACCOUNTS
Motivated to advance in a sales career by increasing the product diversity offered to existing accounts;
concentrate on finding avenues to generate increased sales from established accounts; work to increase
revenue by identifying additional products to complement what is currently sold to the existing customer base
Skill/Capability Level: You are driven to far exceed current sales levels. You direct your efforts toward building sales
and generating growth through account penetration and referrals rather than by cultivating new leads that may or may not
prove successful. You build business with existing accounts by identifying additional products to complement what is
currently sold to them. You are driven and resourceful when trying to discover new applications for the goods and
services in your repertoire.

WORK THE SYSTEM FOR THE CUSTOMER

Show skill and ease at working in groups; work with others to achieve better results and forge close working
relationships and alliances in order to get things done; are quick to cooperate versus expect others to bend to
your wishes; support joint ownership and shared recognition for results; recognize the advantages of group
participation in planning and problem solving
Skill/Capability Level: For the most part, you put your personal feelings aside to form close working relationships and
alliances in order to get the job done. You generally understand that one does not need to like someone on a personal
level to work effectively with them and achieve success.

Chally Group Worldwide.

Devin D. Puckett | 3

EDUCATE CUSTOMERS THROUGH STRUCTURED

TRAINING
Help the customer to gain maximum benefit from the product or service by committing to continuous education
that provides information updates or product training; prepare more structured sessions to cover the most
critical areas of learning; stay on top of information needed by customers in an effort to serve as a resource; take
responsibility for motivating customers to update their information; reinforce shared information through
periodic repetition; routinely adjust education process to address individual and group progress or
understanding
Skill/Capability Level: You prepare programs to train and educate customers on all issues pertinent to the product or
services you offer. You keep abreast of current developments and incorporate new information with fundamental areas of
learning. When training, you center your efforts on those key competencies most likely to have a positive impact on your
customers' ability to maximize the benefits of your products or services. You provide relevant information while making
the training inviting and easy to learn.

PROMOTE CUSTOMER RELATIONS BY

SOLICITING FEEDBACK
Seek customer feedback regularly to verify satisfaction and uncover minor issues which could escalate if left
unattended; solicit suggestions for continuous improvement and demonstrate personal attention to the customer
even when there is no problem; listen to feedback without judgment or defensiveness, remaining focused on
results rather than personal feelings; stay logical and objective and refrain from expressing personal frustrations
to the customer; ensure future business by anticipating and removing potential sources of dissatisfaction
Skill/Capability Level: You may be reluctant to regularly contact customers, fearing that it could stir up otherwise latent
problems. You may believe that no news is good news and fail to take opportunities to demonstrate continued personal
attention and make the customer's experience even better. As a result, you may not be able to ensure future business by
removing potential sources of frustration. You might not be able to listen to feedback and suggestions without becoming
defensive about your behavior and past actions. You might have trouble remaining objective and consequently, fail to
maximize customer satisfaction.
Coaching Suggestions: You may need to discipline yourself to maintain regular contact with customers. Preventative
visits, just as in preventative dental visits, can stop small problems from becoming big ones. If you are reluctant to ask
customers about problems, it might be that you are unsure of how to deal with certain issues. Make sure you know who
can assist you if you get in beyond your comfort level, and take heart that there are others who have faced similar issues
with good outcomes. Remember that dealing with troublesome customers is part of doing business. Make sure you seek
assistance when needed to handle particularly difficult customers and ask your manager for feedback on the positive
things you are doing with these accounts. Discipline yourself so that you are not spending too much time with your
favorite accounts at the expense of those customers who need more assistance. Try to approach each situation calmly,
and step back when you sense that your attitude or bias could possibly be adding to a problem or concern.

Chally Group Worldwide.

Devin D. Puckett | 4

RESPOND AT ANY HOUR

Organize time to cover ongoing priorities and will make arrangements to cover whenever absence is
unavoidable; understand that rewards are commensurate with effort and invest the time to get the job done; use
time efficiently during regularly scheduled hours so that extra hours are not inevitable, but are responsive to
additional requirements or demands when necessary
Skill/Capability Level: For the most part, you understand that even if you focus your efforts on customer care during the
day, there will be times when you'll need to provide after-hours support. As such, you generally interrupt leisure activities
to respond to customer requirements as needed. As a rule, you establish a back-up person to support your customers
when you are not available. You usually know that some absences may be unavoidable and thus prepare a system to
handle unpredictable or unpreventable overloads when you cannot provide customer support.

Chally Group Worldwide.

Devin D. Puckett | 5

Key Motivational Characteristics

The motivational characteristics described below measure your preferences, wants, or desires. However, they DO NOT
necessarily indicate that you currently have developed the habits or skills to satisfy them entirely on your own. You may
wish to note these specific motivational needs and utilize the suggested tips to enhance your potential.
MOTIVATIONAL CHARACTERISTICS

TIPS

You have the ability to react quickly and enjoy

spontaneity and openness in your work and
communications with others. You actively address
circumstances as they arise and will make modifications
to your plans as needed. You see unexpected events as
opportunities on which to capitalize and will become
bored in an atmosphere that prizes the tried and true in
an effort to minimize risks.

Remember that timing is a critical success factor. Although

waiting too long to take advantage of an opportunity is a
mistake, jumping in too soon can also be costly. Next time
you are faced with an important decision, take a few
moments to assess the situation before reacting. Do the
circumstances call for an immediate response or is a bit of
preparation and research required? If you made a decision
right now, could you be reasonably sure of the outcome or
are too many variables involved? It is better to take some
time to weigh your options than to repair the damage done
by an inappropriate course of action.

You place great emphasis on winning or surpassing

others and view obstacles as things to be beaten, rather
than worked around. You have a need for success and
measure it by the number of wins you have secured. You
are most satisfied in an atmosphere based upon
competition, and could feel frustrated if placed in a role
where obstacles have to be tolerated versus overcome.

Although you will be happiest in situations that appeal to

your competitive nature, try to understand that not every
assignment is a contest and that you need to downplay the
confrontational spirit of your interactions or you may isolate
others. Remember that although your need to win is not
meant as a personal attack on colleagues and constituents,
when in an environment of cooperation and teamwork,
such an attitude may be seen as overly aggressive. Try to
save such competition for non-business hours.

You will avoid patting yourself on the back for fear of

appearing too boastful. You are concerned about
negative prestige and therefore, will avoid the limelight,
preferring to accept praise in a low-key, behind-thescenes manner. If confronted with public accolades, you
will feel embarrassed and uncomfortable.

While you may be uncomfortable admitting it, you need

recognition and praise. If your achievements go
unrecognized you will feel as though you are taken for
granted. Make sure your efforts do not go unrecognized by
submitting regular updates as to your job progress. Then if
rewards are mentioned, accept them but ask that they take
place in a low-key fashion. A public acknowledgment of
your achievements will probably only serve to embarrass
you, as will a change in title or status, for you prefer to
influence others from behind the scenes. You are happiest
when rewarded with other perqs, such as bonuses, raises,
extra vacation time or a seminar you have wanted to take.

You do not enjoy too rigid a work routine. You need

variety and multiple tasks to hold your interest. You are
not comfortable with too rigid a work routine and will shy
away from projects that require your sole attention for
extended periods of time. When it is required that you
focus on one project, be sure to take frequent breaks,
whether a traditional rest period or a brief opportunity to
complete a minor task.

You enjoy juggling many activities rather than focusing on a

few repetitive tasks and may burn out when expected to
regularly complete routine chores. Remember that routine
tasks are unavoidable in any position and then try to find
alternative outlets for your need for excitement. For
example, ask to head a committee to organize social
events, such as office parties. Such an activity will require
you to manage several different issues simultaneously, i.e.,
food, location, entertainment, and will provide for your need
for variety without compromising your effectiveness on the
job or the quality of your results.

Chally Group Worldwide.

Devin D. Puckett | 6

MOTIVATIONAL CHARACTERISTICS

TIPS

While you are comfortable discussing common interests

with new contacts or acquaintances, you socialize mainly
to further practical goals or obligations. You are not
typically drawn to socializing, and if forced to regularly
expand your network of contacts through social affairs,
you may need encouragement or evidence that your time
is being used wisely.

Keep in mind that sharing common interests, hobbies, or

goals can break down barriers between new
acquaintances, however, not all valuable contacts will
share your interests. In these cases, it is vital that you find
a subject in which the contact seems interested and try to
follow along or find parallels in your own experiences.
Although it may take a bit of work to build enthusiasm for
subjects about which you know very little, if done properly,
friendship and mutual respect can follow. Useful
professional contacts often develop in this way.

You like to feel that your role is important. You want to

feel that you are involved with everything that's
happening and enjoy a high level of visibility. You enjoy
being in the center of the action and may not be
comfortable with a position that can place you too far out
of contact.

Your willingness to be involved in conflict situations directly

can be valuable. Remember to represent your own
interests and those of the company. Monitor your
participation to ensure that the situations and conflicts in
which you involve yourself are important to the organization
and your group.

You appear to have a quiet and soft-spoken manner and

prefer not to pressure people to agree with your ideas.
You would rather not push ahead of others and are often
more comfortable following than leading. As a result, you
may become frustrated when others do not anticipate
your feelings or viewpoints and, therefore, overreact to
simple situations.

You could benefit from developing techniques for learning

to become more resolute in expressing your requirements,
without feeling guilty. Understand that you cannot expect
others to know what you are thinking or feeling. The
responsibility of expressing your viewpoint is yours alone.
Also remember that your easy-going manner may invite
others to test your resolve, so it is best that you back your
ideas with concrete evidence and facts.

You enjoy coming up with new processes and take pride

in developing unique solutions. You prefer a fresh
approach with an eye toward substantial long-term
results as opposed to refining a well-tested system
already in place. You will become restless and tempted
to redesign processes rather than work to make
incremental improvements.

If possible, participate occasionally in future planning or

exploring new or breakthrough opportunities that may have
a longer term impact. You are more motivated by the
opportunity to figure out 90% of a new solution than to
refine the last 10% of an existing situation, but keep in mind
that much of the profit improvement is a result of the
refinements in the latter.

You follow a system of guidelines in approaching tasks,

choosing to address key issues and allowing details to
fall into place on their own. You prefer not to deal with
minutiae which, in turn, allows you to complete most
basic assignments efficiently. However, when a situation
arises which requires a more specialized perspective,
you may be completely lost as to how to proceed.

You will need to understand that occasionally your method

of handling problems will not work. Although your
preference to work from an overview will be effective in
most cases, there will be times when it could make it
impossible to find a solution which will fit the situation. Try
to analyze future situations before you act. What are the
key success factors? Is an overview sufficient in solving
the problem or is more specialized knowledge required? If
detail is needed, is there anyone to whom you could
delegate research or someone you can ask for an expert
opinion? Try to go to others for help in gaining the
information you need instead of tackling learning on your
own.

Chally Group Worldwide.

Devin D. Puckett | 7

MOTIVATIONAL CHARACTERISTICS
You are concerned about offending others and therefore
consider your interpersonal actions carefully. You need
to take time to prepare for delicate interactions rather
than engaging in superficial, friendly conversation that
could result in you saying something impolite. If not
provided with privacy in which to formulate your thoughts
and words, you may become flustered.

TIPS
Because you avoid involving yourself in interpersonal
matters which you do not feel are your concern, you may
occasionally appear to some to be a loner. Try to make
some one-on-one contacts to establish and maintain
interpersonal relationships. Do your best to seek input
regarding issues that affect others and then analyze the
information you gather in private. By doing so, you are
able to project a more sensitive, humanized image, while
still retaining a certain amount of privacy.

We hope this report has given you a satisfactory explanation of your profile results, and we wish you luck in your future
endeavors.

Chally Group Worldwide.

Devin D. Puckett | 8