1. o
a
SafesIndicator-
Confidential
Job Match Management Report
for
RobertS.Hawbaker
Monday,March24,2006
Ulmer & Associates, LLG
4{3 RockvalleyLn. NW
Cedar Rapids, lA 52405
(319)3904646
CopyrightO 2001-2004- ProfilesIniemational,Inc.r ProfilesOfficeParkr 5205LakeShoreDriver Waco,TX 76710.25*751-1644

2. JobMatchManagementReport RabertS.Hawbaker
GUIDETOTHEJOB ITATCHIIfrANAGEttfrHNTREFORT
The PrcfrlesSaleslMiator JobMatchManagementReprt presentsthefollowinginformation
youwillfird helpfulformanagingRobertS.Hau/raker:
r SalesIndicatorSummary- Thischartprovidesa snapshotof the Sales
SuccessQualitiesRobertHawlrakerbringsto thejob. lt showstheoverall
matcfrto thejob andindividualscores.Youwillalsoseehowthes@res
matchthetargetpattem.
o SalesSuccessQualities- Thissec'tionofthereporthasa morecomplete
descriptionof the SalesSuccessQualitiesyou can expec{from Robert
Haubaker.
o CriticalSalesBehaviors- ThissectiondescribesRohrt Haubakerwith
regardto sevenCriticalSalesBehaviorsconsideredimportantfor suc@ss
inselling.
PleaseconsulttheUse/sGuideforadditionalinbrmationonusingtheseresultsin
workingwithMr.Haubaker
Copyright@2001-2404- ProfilesIntemational,Inc.r ProfilesOffice Park. 5205 Lake Shore Drive. Waco, TX 76710 .254751-1644

3. $aleslndicator$ummary
JobMatchPattern:Sales- Obermayer
Job MatchPercent
. Rererved
Competitiveness
ffiffiffi
r Perguasiv€
. Confident
. Aacertive
a
. Coopergtive
Low High
Self-Reliance
. Welcomeasupport
r Appleclatee the
needllOrpfocdutes
. Independent
. Individualisfrc
Persistence
. Flexible
. Goodsenritivlty
r Pereevcrlng
o Unwavering
. Emoffonallytough. Limibdfoilw{hrough
k; High
r Systematic
r Sbrdy pacad
r Patlent
Energy
ffiffi
r Highendurance
. Spontaneous
. Factp.oed
Low Hrgh
SalesDrive
' Relaxed
. Unassuming
r Procelgfu@sed ffiffiffi
r Sueet! orbnted
. Outcornefocuaed
r Inbrnally driven
l-fl High
Therheded s€8 repr€ertt the rangeof characilcridc prwtded by your orgenizstlon fiorthis lob p.ttern.
The'X's" indicatethb individual'saqor€c.
TheDistortionScaledealswith howcardid andfranktherespondentwaswhiletakingthis assessment.
Therangpfurlhis $GNleis I to 9,wi0t higherscolrs suggestinggrcatercandor.
TheDistortionScalescoreon this assessmentis 9
Job Match Management Repaft Robert S. Hawbaker
CopyrightO 2OO1-2O04- ProfilesInternational,Inc.r ProfilesOffice Park. 5205 Lake Shore Drive. Waco, TX 76710 .254751-1644

4. Job MatchManagementReport RobertS, Hawhaker
SalesSuecessQualities
Thissec'tionfurtherdetailsthe resultsfor Mr.Hawbaker.Foreacfrquality,youwill seetheJob
Match Pattern and the score obtained. Followingthis, the bulletedstatementsfrom the
individual'sreportareshown,alongwithcommentsdirectedtowardhissupervisor.Shouldthe
s@refalloutsideoftheJobMatchPattern,additionalcommentsareprovided.
Competitiveness
x
High
Whencompetitiontakesform,he isoftenreadyfor thechallenge.Heshouldbewillingto
acceptanylevelof challenge,butyoumayneedto determineif hisexperienceandabilities
matchtheconfidenceheexpresses.
Heis oftenoneof thefirstto accepta leadershiprole,andmayevenfindfollowingothers
tedious.Theoccasionalassignmentoftheroleoffollowercouldhelpto builda tolerancefor
the leadershipof others.
Hisconfidenceinexpressinghimselfmayoccasionallybe misinterpretedas unrvananted
pride.Overconfiden@maycomeintoplaydependingonhisskillat beingobjectiveabout
hisabilitiesandpersonalstrengths.
Someindividualsexpressthemselveslessenthusiasticallythanhedoes,whichmaybea
causefor somefrustrationfor him.Mrenhispatiencewithotherswearsthin,youmayhave
to mediatebetweentheplayersinsucha situation.
Self-Reliance
X
lf too muchroutineconformityisexpectedof himin theworkplace,he mayoccasionally
refuseto givein,choosingto try hisownwayto achieveobjectives.lf at all possible,alfow
for thespaceheneeds. Evenso,youmayoccasionallyfindit necessaryto clearlydefine
thelimitsof hisfreedom.
Onoccasion,a controllingsuperioris likelyto getin hiswaymorethanoffersupport,but
hisbalancedsenseof individualismallowsfora fairshareof bothmanageabilityand
independence.Youmay,however,haveto keepawareofwhathispresentstructuralneeds
are.
Heis capableof performingwellwhenhe is allowedto determinetheprocesstowarda
goalina self-reliantfashion.Encourageas muchof thisaspossible,notingforhimwhat
elementsof thisbehaviorworkbestinyourorganization.
Thesolitaryaspectof somesalescareers(doinghisbeston hisown)canbefunfor him
buthe alsoappreciatestheoccasionto workwithotherscooperatively.Tryto mixthe
Theehded ercas rcpwnt the rangocf charas€iatics provided by your organizatiortfor thie job pattern.
The'X's" indicatethis indivklud'c soones.
Copyright@2001-2004.- ProfilesIntemalional,Inc.r ProfilesOffice Park. 5205 Lake Shore Driver Waco, TX76710 o 254-751-1644

5. JobMatch ManagementReport RobertS.Hawbaker
SalesDrive
ffiffiffi Hbh
. lt rarelytakesanoutsidemotivationtogethimgoing.Rather,heusuallyfindsenthusiasm
fromwithin.Theremaybetim* inwhicfrhisself-rnotivatedstylecaneffec'tivelyenhance
theincentiveofothers,aswell.
. Hehasatendencytojugglemanytasksatore timewithminimaldistress.Thisisclearlyan
advantageinafastpacedenvironment,butcanbecauseforfrustrationifheisnot
adequatelychallenged.
. Thechancetowincanbemoreexcitingbr himthantheacknor4edgmentforhisserviceto
customers.lt isdoubtfulthatheisdisinterestedinexcellentservice;thesourceofhis
greatestmotivationisverylikelyfromthechallengetowin.
. Whentherisksarebalancedbytheopportunities,heisusuallywillingtopursuea particular
prospect.Yol mayevenenoour{e him,onoccasion,toarept higtcrrisksbythinking
objectivelyaboutthepotentialrewards.
Thesheded *s reile8eil the ruryo of char&idcs ptovUeOby pur oryen|izailtutfor this lob pdbrn.
ThG"Xr" lndb*e thll IndfuHuC'c roor€3.
Copyright@2@'l-2O0/.- ProfilesInternational,Inc.r ProfilesOfficeParkr 5205 Lake Shore Driver Waco, TX7671O o 25#751-'1644

6. Job MatchManagementReport RobertS.Hawbaker
Critieal$alesBehaviols
This sectionpresentssevensalesbehaviorsthat were developedfroma ombination of Sales
Success Qualities. They are typically consideredimportantfor success in most selling
situations. Thestatementsprovidedshonldbemnsideredwhenworkingwith Mr. Haubaker.
PROSPECTING
Moreoftenthannot,Mr.Haubakerhastheerrergytohuntforopportunities.Trustinghisown
abilityto developan approach,hewilltendto displayinnovationin developinga listof
prospecisandqualifyingthemfor salescalls.Heshouldstaywiththetaskconsistently,
gatheringas muchinformationas ne@ssaryfromeachpotentialprospect,thusallowinghimto
movedirec{lyintothesalesmode.
CLOSINGTHESALE
Mr.Hawbakerisusuallywillingtomovetowarda closefromtheverybeginningofthe
presentation.Hewillnoteasilytake'no"forananswer.Infact,hewillstaywitha prospec'tand
askforthesaleasoftenasittakestogeta definiteanswer.Hisconfidenceand
competitivenessare,thercforc,quitehigh.Healsohastherelativelyhighlevelofdrivetobe
motivatedbytheprocessofmakinga sale.
CALL RELUCTANCE
Typically,callreluctancewillbeonlyanoccasionalhurdleratherthanarealproblemforMr.
Haubaker.Becauseofhisresistancetorejection,Mr.Hadcakershouldshowa consistent
levelofconfidencewhenplacingsalescalls.Partofhismotivationtoover@mecallreluctance
originatesinhislevelofdrive.
SELF.STARTING
lf giventheopportunitytoaddexcitementtohisdailyevents,Mr.Hawbakerusuallyacceptsit
withinterest.Thebustleandstressofafastpacedprofessioncanbeverymotivationalforhim.
Energeticanddriven,Mr.Hawbakershouldprovetobeanindividualwhotakesinitiative,gets
thingsgoingduringlullperiodsandusesresourcestomaximizesucl'rinitiative.Mr.Hawbaker
tendstoworkoutthedetailsofhowhewillcompletetasksonhisownandislikelytoaccept
someadditionalchallengesinordertosatisfyhisdriveandenergy.Hisautonomyand
individualismarehigherthanmanyofhispeers,r'lhichleadstouniquegoalsettingand
accomplishment.Mr.Hawbakerusuallyderivesmotivationfom within,takingtheleadasa
sourceofencouragementtoothers.Hemayneedgreatercompetitivechallengesinorderto
maintainhisinitiativeandsatisfaction.
Copyright@2001-2004- ProfilesInternational,lnc. e ProfilesOfficePark. 5205 Lake Shore Driver Waco, TX 76710 t 254-751-1644

7. WORKINGWITHA TEAM
It isofteneasyfor Mr.Hawbakerto leadothetsanddirectthecourseof action,yet hecanalso
be perceivedas ratherdominantby some.tAlhencompetitiontakesform,he shouldbe ready
for thechallengeandis maybe interestedin direc{ingotherstowardcompetitivegoals.His
driveandindividualismaremoderatelyhighandthismayoccasionallyovershadowhis
willingnessto coordinatetheteamandencouragecooperativeefforts.Hemaypreferto sethis
owndirectionandestablishpersonalmethodsraths thandoingsoas partof a @nsensus.Mr.
Hawbakerderivesmotivationtromwithin,andmaybewillingto taketheleadas a sourceof
encouragementto others.Onlyoccasionallydoesittakeanoutsidemotivation,likethe
inspirationoftheteam,to gethimgoing.
BUILDING AND MAINTAINING RELATIONSHIPS
Mr.Haubakeraddshighpersistenceandgroodself-relianceto theestablishmentand
maintenanceof relationships.Hemaypreferto monitorhisperforman@independently,
satisffinghisneedfor autonomywhileimprovinghisabilityto createstrongbondswithdients.
EstablishingandmaintainingclientrelationshipswillberelativelyeasyforMr.Hawbakersince
he hastheenergyandhighpersistene to keephimgoing.A strengthfor himis histenacity,
whichcanbean effeciivetoolin maintainingrelationshipswithclients.
COMPENSATIONPREFERENCE
Mtencompetitiontakesform,hewilloftenbereadyforthechallenge.Mr.Hawbakeris
motivatedbywinningandthechasethatconcludeswitha successfulsale.Hehasa higher
thanaveragelevelof drivefor salesanda focuson gettingresults.Hedemonstratesstrong
self-reliance,whichwillfurtheraddto hismotivationandcompensationneeds.Mr.Hawbaker
derivesmotivationfom within,occasionallytakingthe leadasa soJrceof encouragementto
others.Althoughtheservic,ehe providesto cr.rstomersandclientsis essential,thewinning
aspectsof successfulsalesareaninfluentialrewardfor him.
NOTE: Thisjob matchpattemshouldrefledyourexpectationsand/orhowyourtop performersrespondedto
the ProfilesSalesIndicator.The reportirdicateshowthis individual'sresuf,tscomparedwiththejob match
pattem.A continuingreviewoftheimpactandeffectivenessofthisjob matchpattemis impoilantto ensurethat
it reflectsyourcompanfsneedsandculture.
Whenusingthisr€portfordecision+nekiqg,itscontentsshouldnstb€usedasthe basisformorethanone{hird
of anydecision.ProfilesIntemational,Inc.is onlyresponsibleforthe contentsofthisrepoilandis notliablefor
anyunauthorizeddisclosurcormisuseoftheinbrmationcontainedherein.
Jab Match Management Report RabertS.Hawhaker
Copyright@2m1-2004-ProfilesIntemational,Inc.rProfilesOffrceParko5205LakeShoreDriverWaco,TX7671Ot2*751-1644