Teuku Habibie Syahputra_DS_02MW_1

Role: Enterprise Channel Manager
Name: Teuku Habibie Syahputra
Date: 2 December 2015

Teuku Habibie Syahputra 2 December 2015 Page 2 of 38
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:: Introduction
There are a number of elements involved in providing a complete assessment of a candidate’s potential fit to any
given role. These include Critical Reasoning, Behaviour, Motivation and Skills. This report covers the Skills element and
offers a snapshot of Teuku Habibie Syahputra’s stated skill levels compared with the capabilities expected of a High-
Performer in the selected role.
Role selection
To ensure this information is relevant, it is critical that the candidate has been assessed for the correct role. Should
you be in any doubt about which role is the most appropriate to use in the context of the person named above, please
consult a specialist in Job Role Analysis, SalesAssessment.com directly, or one of SalesAssessment.com’s Accredited
Partners (a list of which can be found on the SalesAssessment.com website at www.salesassessment.com).
Alternatively, you can make your own judgement about the appropriateness of this assessment by reviewing the role
descriptions on SalesAssessment.com’s website: see http://www.salesassessment.com/sales-assessment-
products/salesrole-definitions. This will help you confirm whether the activities described in the appropriate role
description match your expectations of the role the candidate is being asked to perform. This assessment only
examines those capabilities relating to the activities described in the corresponding Sales Talent Assessment role
description.
How to read this report
The skills summary section identifies groups of skills which are important to effectiveness in this role.
The bar chart indicates the candidate’s likely level of strength in each area, based on detailed analysis of their stated
capabilities: it shows whether or not the candidate’s skills are generally within the Optimal Range across each skill
group.
The definition for each skill group is shown immediately below the bar graph. These ratings can identify general areas
of strength that can be harnessed to improve effectiveness. They can also identify key skill groups where targeted
development may improve performance.
The Detailed Skills Analysis that follows the summary section should always be consulted, as there may be individual
skills that fall outside the Optimal Range and which may require further development. This section enables you to drill
down by breaking each skill group into its individual component skills.
Notes to help you interpret the Detailed Skills Analysis section of this report.
Out of Range (Low side) indicates that the candidate's stated capabilities are outside the range of this assessment
and, as such, are well below the skills range expected of a High-Performer in this role.
Low indicates that the candidate's stated capabilities are below the skills range expected of a High-Performer in this
role and are very likely to require further development.
Optimal Range indicates that the candidate's stated capabilities are within the expected range for a High-Performer in
this role.
High indicates that the candidate's stated capabilities are above the skills range expected of a High-Performer in this
role.
Out of Range (High side) indicates that the candidate's stated capabilities are outside the range of this assessment
and as such are well above those expected of a High Performer in this role.

:: Summary of Teuku Habibie Syahputra’s Skills
1. Communicating and Working With People
Optimal RangeThese skills are about actively communicating with others, and
working with people in business teams.
L H
2. Delivering and Innovating
Optimal RangeThese skills are about ‘taking action’ to deliver something to a
stakeholder, customer, or partner (external or internal) using
new approaches where necessary.
L H
3. Understanding and Managing in Business
Optimal RangeThese skills are about adding value to the business by
understanding the business context of everything you do.
L H
4. Relationship Management
Optimal RangeThese skills are about managing relationships with customers,
partners, suppliers and other stakeholders for the purpose of
realizing benefits from the relationship.
L H
5. Customer Engagement
Optimal RangeThis covers the skills required for targeting the most
appropriate customers, or business units within customers, for
your offering and, understanding the fit to the business and the
competitive landscape. L H
6. Benefits Realization
Optimal RangeThis covers the skills required to realize the business benefits
for customers and your company. This includes managing
teams, customers, bids and assignments. It means making
business happen. L H

7. Business Planning and Strategy
Optimal RangeThis covers the skills required for improving business
performance through process improvement, financial
management, business strategy formulation and translation and
business planning. L H
Indicates that one or more of the candidate's stated high priority skills in this group are outside of the expected range for the role.
Please see the detailed skills analysis section of this report for more details.

:: Detailed Skills Analysis
1. Communicating and Working With People
Optimal RangeThese skills are about actively communicating with others, and
working with people in business teams.
L H
1.1. Communicating
Skills Involved
This element concerns the ability to convey
information and ideas so that others understand the
message.
This element involves the ability to express the
message clearly, and to use a range of techniques to
help others to understand and assimilate the
information. It involves skills of ‘active listening’ and
being able to anticipate the responses of audiences. It
involves the ability to summarize information and to
use language which is familiar and acceptable to the
audience. The audience may be internal or external,
and may have a variety of cultural and knowledge
backgrounds.
This is a medium priority skill for this role.
Out of range Low Optimal Range High Out of range
Question asked
Consider your ability to communicate information and
ideas so others understand what you are attempting to
explain or to describe. Consider your ability to use
language and style of delivery that are familiar and
acceptable to your audience. Would you rate yourself
as:-

1.2. Influencing others
Skills Involved
This element concerns the ability to influence other
people. It involves persuasion, diplomacy and
empathy. This may require candidates to petition,
facilitate discussion and negotiate. It involves being
assertive, using active listening, and managing conflict
using a range of styles. It requires candidates to
demonstrate cultural awareness in different
environments. It also involves showing empathy with
others through being able to understand and to
respond to non-verbal signals.
This is a high priority skill for this role.
Question asked
Consider your ability to influence other people through
persuasion, diplomacy and empathy. This may require
you to petition, facilitate discussion and negotiate.
Would you rate yourself as:-

1.3. Networking and liaising
Skills Involved
This element is about being able to develop and to
maintain a network of relevant business contacts. It is
also about being able to learn and gain support from
these contacts. Being able to network includes all
types of communication, from face-to-face to
electronic. It also includes both highly formal and
informal styles of communication.
This element involves being able to plan and to
research a network of people who can be useful
sources of expertise. It involves being able to source
contacts, and to get contacts to make space for you
and to listen to you. It involves being able to connect
with new people in different cultures, and with people
who are both remote and local. It involves being able
to form teams based on mutual interests and being
able to think in unusual ways.
Question asked
Consider your ability to develop, to engage and to
maintain a network of relevant business contacts.
Consider also your ability to learn or gain support from
these contacts. Would you rate yourself as:-
The answer given was:
Able to establish rapport quickly with people you do not
know. You continually attempt to establish networks in
new locations or in new areas of business. You have an
extensive list of contacts in senior and influential roles.
These contacts are from many types of business,
locations and cultural backgrounds.
Your answer was significantly higher than expected for
this skill in the selected role. An expected answer could
be:
You have an extensive list of contacts who are well-
connected. Some of your contacts are from your own
company and some are from beyond it. You can ask
your contacts to help resolve problems, provide
information and support in your own area of business.

1.4. Leading
Skills Involved
This element focuses on the ability to lead others. It
includes being able to lead a defined team or group of
people. It also includes the leadership required when
working with other teams, which you do not formally
manage. This includes being able to take and to share
responsibility, to encourage and help others, and being
able to promote learning and to review performance.
This element requires being able skilfully to inspire
others to identify with team goals and with business
goals. It requires being able skilfully to pinpoint and to
resolve conflict, to focus energy, and to build on the
strengths of individuals. It requires being able skilfully
to act as a mentor and as a coach, to foster
camaraderie, and to give constructive feedback.
Question asked
Consider your ability to lead a defined team or group of
people, whether they report to you formally or not.
An effective team-builder and leader. You are able to
engage, inspire and focus the efforts of a broad-based
team to work toward common goals. You are able to
build on the strengths of individuals. You are able to
identify and to resolve conflict, and to foster
camaraderie.
be:
You have some experience of leading a virtual or
physical team. You have some experience of focusing
the energy of the team to achieve successful outcomes.

1.5. Openness
Skills Involved
This element is about being open to the needs of
customers, and also about candidates’ ability to be
open-minded to new ideas. It relates to candidates’
ability to demonstrate openness in the way they
interact and communicate with other people, either
within their own company or externally.
It means being open to the viewpoints and ideas of
other people. It involves the ability to listen to
different viewpoints or new approaches, the ability to
take time to consider these appropriately, and then
learn from them. It applies to interaction with people
from different cultural, knowledge and experience
backgrounds.
This element is an attribute which concerns behaviour
rather than a skill. However, it is vital for being able to
work effectively with customers and colleagues. It is
possible to learn techniques to develop this attribute.
Question asked
Consider your ability to be open to the needs of
customers. Consider also your openness to new ideas
and other people’s points of view. Would you rate
yourself as:-
You excel at being able to seek and share new ideas and
viewpoints. Your activity helps create a business
environment in which people are open to new ideas and
responsive to customers’ needs. You share expertise for
the common good irrespective of any language or
cultural barriers.
be:
You actively seek out new ideas from customers and
colleagues and share them when appropriate. This
enables you to create an environment which generates
better results for yourself and other people.

1.6. Influencing customer expectations
Skills Involved
This element involves the ability to identify and
influence customer expectations. It involves being able
to enthuse the customer about the business benefits
of a potential project, offering or solution.
This element involves being able to test and influence.
It involves the ability to express the position of the
company clearly yet diplomatically, to prioritize issues,
and to negotiate.
Question asked
Consider your ability to establish and to influence
customer expectations. Would you rate yourself as:-
1.7. Objection handling
Skills Involved
This element relates to the ability to respond to
objections. It requires a combination of skills. These
include the ability to understand how your customer
perceives your current positioning, and why they
perceive it in this way. These skills also involve the
ability to re-frame (change) the perception of your
customer through the use of metaphor and analogy.
This element also requires knowledge of the
customer’s business and how your competitor’s
products and services are being positioned.
Question asked
Consider your ability to deal with customer’s objections
in such a way that it turns them round to a positive and
move further towards agreement. Would you rate
yourself as:-

2. Delivering and Innovating
Optimal RangeThese skills are about ‘taking action’ to deliver something to a
stakeholder, customer, or partner (external or internal) using
new approaches where necessary.
L H
2.1. Organizing
Skills Involved
This element concerns the ability to organize people,
processes and events in order to deliver results. It
involves being able to set objectives, delegate
appropriately, organize the required materials,
manage detail, integrate diverse activities and
objectives, and create positive outcomes.
This element involves being able to explain goals, plan,
prioritize, manage conflict and work out new strategies
where necessary. It also implies the ability to think
ahead, foresight, and establish a position that
maximizes opportunity and minimizes problems.
Question asked
Consider your ability to organize people, both yourself
and others, as well as processes and events to deliver
results and create positive outcomes. Would you rate
yourself as:-

2.2. Problem solving
Skills Involved
This element relates to the candidate’s ability to define
and analyze problems. It also relates to their ability to
set out priorities, and then evaluate the issues raised.
It also relates to their ability to identify or to create
possible solutions.
This element requires individual analytical, diagnostic
and creative ability, and the ability to use the expertise
of others. The skill involves being able to isolate key
facts to penetrate to the source of a problem, while
also understanding how multiple factors contribute to
that problem. This requires logical thought, and also
lateral thinking.
Question asked
Consider your ability to define and to analyse problems
and then identify or create possible solutions using the
expertise of others when appropriate. Would you rate
yourself as:-
You are able to put forward solutions to address day-to-
day problems, for which you seek the expertise of others
if necessary. You are also able to define more complex
problems in your day-to-day work because you isolate
key facts to identify the cause of the problem, and you
understand how multiple factors contribute to the
problem.
Your answer was lower than expected for this skill in the
selected role. An expected answer could be:
Sometimes able to define complex problems through
logical thought and lateral thinking, even when a
problem relates to something about which you have no
extensive knowledge. You are able to engage others to
help identify and create a solution when necessary.

2.3. Exercising judgement and making decisions
Skills Involved
This element concerns the ability to make sound
judgments and decisions.
This element involves being able to question
implications, to prioritize criteria, and to balance
factors which conflict. It involves being able to assess
risks, to evaluate options and to decide how to
respond. Part of the skill is being able to decide when
to seek further information, how to seek further
information, or when to refer to others.
Question asked
Consider your ability to make sound judgements and
good decisions within a business context. This includes
being able to decide when and how to seek further
information or to involve others for support. Would you
rate yourself as:-
2.4. Learning and dealing with change
Skills Involved
This element concerns the ability to learn from new
ideas and from experience. It also concerns the
capacity to expand the scope of your work and your
abilities in order to incorporate new challenges.
This element involves being able to experiment and to
use feedback to learn, and requires being able to
understand and to develop your own ability to learn
and to develop the style in which you prefer to learn.
The skill is not demonstrable unless you can share
what you understand and have learned with others.
Question asked
Consider your ability to learn from new ideas and
experience, in terms of stretching your own horizons to
incorporate new challenges, and also to share what you
have learned. This requires skill in being able to
understand new concepts, processes and models and to
apply them to the business situation. Would you rate
yourself as:-

2.5. Resilience and follow-through
Skills Involved
This element is about being able to demonstrate the
resilience, the flexibility and the focus to deliver and
innovate.
This element means being able to cope with multiple
pressures which conflict with each other. It means
being adaptable yet persistent in dealing with delivery
problems, managing stress, and being committed to
delivery. It includes being able to understand the wider
situation while also focusing on detail as required. It
also includes being able to cope with ambiguity and
uncertainty, to show initiative and drive, and to give
others confidence in your ability to deliver. It involves
being careful and accurate when you follow through
and fulfil delivery requirements.
This element is an attribute about behaviour rather
than a skill. However, it is vital for effective use of
‘Delivery & Innovation’ skill in your company. It is
possible to learn techniques to develop this attribute.
Question asked
Consider your resilience and your flexibility. Consider
your ability to focus in the face of pressures which
conflict with each other. Also consider your persistence
when you have to deal with problems, and your ability
to manage stress. Would you rate yourself as:-
You give others confidence in your ability to achieve
good results in the face of everyday problems. You are
able to work in a flexible manner, and you show
initiative and drive. However, you may sometimes need
support with more complex challenges.
Your answer was lower than expected for this skill in the
selected role. An expected answer could be:
You are focused on the big picture yet you miss none of
the vital detail. You have demonstrated you are able to
overcome obstacles to deliver a well-regarded outcome
even under unfamiliar circumstances.

2.6. Achieving goals, objectives and targets
Skills Involved
This element concerns the ability to recognize specific
goals, objectives and targets and to take all steps
necessary to achieve them.
This element requires a combination of skills. These
skills include the ability to assimilate and understand
the implications of a set of goals, targets or objectives
and the ability to interpret their significance. It
includes the ability to model the effects of a change of
one or more parameter, and to question assumptions.
This element also requires a basic knowledge of
accountancy practices and knowledge of financial
drivers.
Question asked
Consider your ability to achieve objectives, targets, or
business or sales goals. Would you rate yourself as:-
2.7. Using probing questions
Skills Involved
This element requires a combination of skills which
includes the ability to assimilate the analysis and
interpretation of information in real-time. Additional
skills required include the ability to visualize and
compare the current status against an ideal outcome
and the ability to formulate questions that plug the
identified knowledge gaps.
Question asked
Consider your ability in any form of business interaction
to maintain a clear picture of the information you have
and to ask probing questions to obtain greater clarity.

3. Understanding and Managing in Business
Optimal RangeThese skills are about adding value to the business by
understanding the business context of everything you do.
L H
3.1. Working to commercial imperatives
Skills Involved
This element concerns the ability to demonstrate
commercial awareness and acumen. It concerns the
ability to understand the meaning of value to different
businesses.
This element involves being able to understand
commercial issues in the business, an awareness of the
concepts of value and benefit, and an ability to analyse
commercial situations. This requires knowledge of
financial and commercial principles. It also requires the
ability to interpret commercial issues in a range of
cultural and international settings.
Question asked
Consider your ability to interpret commercial and
financial data. Consider your ability to understand the
meaning of value for different businesses. Would you
rate yourself as:-

3.2. Understanding and contributing to purpose and direction
Skills Involved
This element concerns the ability to comprehend and
to contribute to the objectives of the business, the unit
and the team. It concerns the ability to comprehend
and to contribute to the direction and the strategy of
the business, the unit, and the team.
This element involves being able to understand and to
interpret the purpose and goals of the organization at
all levels. This requires an ability to have regard for the
wider perspective. It also requires the ability to
integrate and to interpret objectives clearly. It involves
the ability to contribute to the purpose and direction
of the team, the unit or the business. It involves
deploying this ability in both global and local settings,
with cultural interpretations where appropriate.
Question asked
Consider your ability to understand and to contribute to
the objectives, the direction, the purpose and the
strategy of your organization. Would you rate yourself
as:
Aware of the purpose and direction of your immediate
team. You understand the objectives of your immediate
team. Because you understand these, you are able to
see how your role contributes towards the success of the
team
Your answer was significantly lower than expected for
be:
Aware of the wider perspective. You are able to
successfully adjust your objectives to deliver an
enhanced outcome for your business unit.

3.3. Understanding your company’s market
Skills Involved
This element concerns the ability to understand the
company’s markets. It concerns the ability to
understand how they work. It concerns the ability to
understand what the drivers, characteristics and
trends are.
This element involves experience in the business. It
also involves knowledge of relevant markets and the
ability to understand these markets. It involves
knowledge of the customers, the sectors and the
competitors within these markets. This knowledge is
focussed on attuning the business to the markets.
Question asked
Consider your ability to understand the markets of your
company. Consider your ability to understand how
these markets work and to understand what the drivers,
characteristics and trends are. Would you rate yourself
as:-
3.4. Managing risk
Skills Involved
This element concerns the ability to understand areas
of risk to business success. It concerns the
management of such risks.
This element involves being able to identify and
analyse risk. It involves the ability to understand
implications for different aspects or business areas. It
involves the ability to cope with the uncertainty
inherent in risk and the ability to manage it. This
element includes all types of risk. It includes
commercial risk, relationship risk and technical risk.
Question asked
Consider your ability to understand and to manage risk
in a business context. Would you rate yourself as:-

3.5. Self-management and professionalism
Skills Involved
This element concerns the attribute of being able to
demonstrate self-management in the business
environment.
This element means that you have a business
orientation which guides your behaviour. Because of
this you demonstrate maturity, integrity, business and
customer awareness in your work. It also means that
you demonstrate external sensitivity and business
ethics in your work.
This element involves motivation to achieve, and
motivation to manage and improve your own skill and
performance. This element is an attribute which
concerns behaviour. This element is not a skill.
However, it is vital for being effective in being able to
understand and to manage in business in your
company. Techniques for developing this attribute can
be learned.
Question asked
Consider your ability to demonstrate self-management
in the business environment. This means the ability to
have a professional orientation, which guides your
behaviour. Would you rate yourself as:-

3.6. Interpreting and using commercial information
Skills Involved
This element concerns the understanding, the
interpretation and the use of commercial information.
This information could be in the form of legal or
contractual documentation.
This element requires ability to identify the sensitive
and critical issues in an existing or potential
commercial agreement or proposal. It requires the
ability to communicate the significance, implications
and risks to other people. It also involves judicious
treatment of commercial information in business
activities, which includes understanding how to stay
within the contractual terms. It means understanding
when and how to push at ambiguous commercial
boundaries. It also means understanding how to use
commercial information in negotiations with third
parties.
Question asked
Consider your ability to understand, interpret and use
commercial information. This information could be in
the form of legal or contractual documentation. Would
you rate yourself as:-
3.7. Analyzing and interpreting financial information
Skills Involved
This element is about understanding and
communicating the meaning and implications of
numerical commercial information. It is the
fundamental financial skill, used to understand the
most common measures of business performance.
skills include the assimilation and understanding of the
overall messages and implications of a set of figures,
being able to spot anomalies, interpret the
significance, and link apparently disparate elements.
This element also requires knowledge of accountancy
conventions and practices, and of financial drivers.
Question asked
Consider your ability to understand and communicate
numerical commercial information, including common
measures of business performance such as a customer’s
financial accounts. Would you rate yourself as:-

4. Relationship Management
Optimal RangeThese skills are about managing relationships with customers,
partners, suppliers and other stakeholders for the purpose of
realizing benefits from the relationship.
L H
4.1. Understanding the customer's organization
Skills Involved
This element is about the ability to understand the
organization and power structure of a customer. It
concerns the ability to understand and utilise the
processes by which the customer buys, as well as their
other key business processes. It concerns being able to
understand the capabilities, constraints, values and
culture of a customer. This ability is used in order to
identify who to develop relationships with in the
customer’s organization, to exploit the pattern and
process by which a customer buys, and to explain the
customer’s organization to other people.
skills include the ability to become better acquainted
with people, to network, and to assimilate
information. These skills also include being able to
explore, to probe diplomatically, to analyze and to
interpret. This element also requires knowledge of
industry standards and culture. It requires knowledge
of processes, regulations. It also requires knowledge of
techniques for business and organization analysis.
Question asked
Consider your ability to understand and to communicate
the customer’s organization, internal power structure,
business processes and culture in order to drive your
business success. Would you rate yourself as:-

4.2. Negotiating
Skills Involved
This element concerns the ability to work with
customers, partners and suppliers towards agreement
on a position. It ultimately involves being able to agree
a deal which has optimal mutual benefits for all
parties.
include the ability to plan, persuade and influence.
They include the ability to listen, the anticipation of
the concerns and thoughts of the other party. These
skills also include empathy and the use of techniques
to gain commitment from the other party. They also
include the ability to respond to objections and to
manage conflict. This element also involves knowledge
of negotiation and psychological techniques, and
knowledge of the business of the other party.
Question asked
Consider your ability to work with a customer, partner
or supplier to achieve a deal which has optimal, mutual
benefits for all parties. Would you rate yourself as:-
4.3. Understanding and responding behaviourally to customer needs
Skills Involved
This element focuses on the ability to empathize fully
with the other party. It focuses on the ability to
respond with your behaviour in order to meet the
business and personal needs of the customer. It
focuses on being able to do this in order to establish
trust and confidence.
This element involves understanding and empathy. It
also involves being able to explore attitudes, and being
able to adapt and to match your style and responses.
Question asked
Consider your ability to understand and to respond
behaviourally to customers to meet their business and
personal needs. Consider also how you are able to use
this skill in order to establish trust and confidence.

4.4. Running structured meetings
Skills Involved
This element concerns the ability to prepare for and
run a structured meeting with a customer, or
internally. This meeting may be to diagnose problems
or to find out facts, for example.
This element involves being able to choose the
appropriate structure and style. It also involves the
ability to plan, to probe, and to listen. It also involves
interpretation and explanation.
Question asked
Consider your ability to prepare and run structured
meetings. These might be either face-to-face or online
meetings. They could be, for example, to diagnose a
customer need, analyze a problem, or to introduce your
company. Would you rate yourself as:-
4.5. Using your company’s identity
Skills Involved
This element concerns the use of the identity, purpose
and values of the company appropriately in written,
graphical and oral material. It involves being able to
match it to the business situation. It also involves being
able to reflect the identity professionally in personal
behaviour. It involves understanding the company’s
identity and knowledge of how to express it in any
business situation.
Question asked
Consider your ability to communicate your company’s
corporate identity in written, graphical and oral
material, to convey the company’s purpose and values
appropriately. Consider also your ability to match that
identity to the business situation and reflect it
professionally in your personal behaviour. Would you
rate yourself as:-

4.6. Presenting
Skills Involved
This element concerns the ability to prepare and give
oral presentations in order to generate impact and
deliver a message effectively to audiences of mixed
cultural and knowledge backgrounds.
This involves the ability to plan, define media concepts
and to grab and stimulate attention. It also involves
being able to simplify and clarify and being able to
integrate words, images and behaviour. It involves the
use of examples, analogies and debate and the active
involvement of the audience.
Question asked
Consider your ability to prepare and give oral
presentations in order to generate impact and deliver a
message effectively. Would you rate yourself as:-
4.7. Reporting for customers and stakeholders
Skills Involved
This element concerns the ability to report on matters
such as status, performance, events and problems. It
involves the ability to report to customers, colleagues
and business partners.
It concerns the ability to write well. It particularly
requires the ability to summarize clearly, and to draw
out implications. It requires being able to write
persuasively and with impact. It also requires the
ability to interpret and integrate diverse aspects. It
also requires the ability to adapt the style of the
writing to the requirements of the audiences.
Question asked
Consider your ability to write reports on business
matters to customers, colleagues and business partners.

5. Customer Engagement
Optimal RangeThis covers the skills required for targeting the most
appropriate customers, or business units within customers, for
your offering and, understanding the fit to the business and
the competitive landscape. L H
5.1. Identifying opportunities in customers
Skills Involved
This element concerns the identification of areas of
need within a customer. It concerns being able to
match and compare the offerings of your own
company against identified needs. It concerns the
ability to determine if there is real sales opportunity in
the customer.
This element requires analytical skills, creativity and
vision. These are necessary to properly identify and
interpret the nature and dynamics of the opportunity.
They are also necessary to match needs to offerings,
and to understand the value they create for the
customer. This element also requires knowledge of
customers and competitors and of the offerings and
capabilities of your company.
Question asked
Consider your ability to research and identify potential
opportunities within a customer. These might originate
from internal issues or be driven by the market.
Consider your ability to position those opportunities in
the context of your own company’s offerings. Would
you rate yourself as:-

5.2. Initial qualification
Skills Involved
This element is about qualification of best
opportunities through assessing the closeness of the
match between customer needs and your offerings.
This element involves engaging the customer to test
your assessment of the opportunity. It also involves
having good knowledge of the company’s capability
and offerings. It requires analytical skills, creativity and
vision in interpreting the nature and dynamics of the
opportunity and matching needs to offerings,
understanding the value they create for the customer.
Question asked
Consider your ability to analyze customer opportunities
and assess their match to your company’s capabilities,
testing your assessment with the customer, as part of
an initial qualification. Would you rate yourself as:-
5.3. Positioning your offering
Skills Involved
This element concerns the effective positioning of your
company’s offerings to the customer and the ability to
explain clearly the benefits that would accrue for the
customer as a result.
This element involves being able to engage the
customer effectively to establish or clarify needs and
the ability to design and develop compelling business
value propositions for the customer.
This element requires research and analytical skills. It
involves being able to understand the value that your
offering creates for the customer’s company. It also
requires knowledge of industries, markets, customers
and competitors, and of the products and capabilities
of your company.
Question asked
Consider your ability to position your offering to the
customer to deliver maximum benefit to the customer
and your company. Would you rate yourself as:-

5.4. Adjusting functionality to meet business needs
Skills Involved
This element concerns the ability to adjust the
functionality of solutions which already exist in order
to address new business needs.
This element requires skill in being able to apply
innovative thought to solutions which already exist or
to create new solutions as required. It demands
realistic creativity within tight scope constraints. It
requires the ability to link and test ideas. It requires
the ability to translate and transfer experience. All of
these skills are based on specialist knowledge of the
relevant technologies or business area.
Question asked
Consider your ability to reuse previous solutions or
offerings by adjusting or enhancing their functionality to
address new business needs, would you rate yourself
as:-
5.5. Understanding the competitive landscape
Skills Involved
This element involves knowledge of competitors, their
products and the strategies they use to market
themselves. It also involves being able to understand
the impact on your own target customers of the
competitors’ strategies. It involves an ability to
extrapolate this impact to determine likely customer
perception.
Question asked
Consider your ability to research, analyze and
understand your competitors, including their strengths,
their marketing activity, and the way they position their
products and services to your prospects and customers.

5.6. Understanding your company’s ‘ideal customer’ model
Skills Involved
This involves knowledge of own business' target
markets and customer model and ability to identify
through research, analysis and interpretation the
closest prospect matches to the target model.
Question asked
Consider your ability to understand your company’s
model of an ‘ideal customer’ and identify prospects and
customers who best match the criteria defined in the
model. Would you rate yourself as:-
5.7. Picking up an understanding of new trends, products & services
Skills Involved
This element involves assimilating and understanding
new technologies, techniques, applications and tools in
order to evaluate and interpret them for your
company’s use (both internally and for customers).
It requires a ready assimilation and understanding of
new concepts and a probing and challenging approach
to new ideas.
Question asked
Consider your ability to assimilate and understand new
offerings, technologies, techniques, applications and
tools, in order to evaluate and interpret them for use by
your customers. Would you rate yourself as:-

5.8. Identifying best fit opportunities
Skills Involved
This element involves identifying market opportunities
within a framework of your company business and
sales plans and then shaping the opportunities, by
matching your company’s products and services to the
opportunity. It also involves engaging the customer by
establishing the appeal of the opportunity, tailored to
their needs. This applies to a market place, customer
or opportunities for a specific offering.
It requires research, analytical skills, creativity and
vision in identifying, creating, linking and matching
needs to offerings, understanding the value they
create for the customer and communication skills in
engaging the customer. This also requires knowledge
of international industries, markets, customers and
competitors and of your company’s offerings and
capabilities.
Question asked
Consider your ability to identify customer opportunities
which fit within your company’s business and sales
plans by identifying opportunities that are a good match
to your company’s offerings. Would you rate yourself
as:-

6. Benefits Realization
Optimal RangeThis covers the skills required to realize the business benefits
for customers and your company. This includes managing
teams, customers, bids and assignments. It means making
business happen. L H
6.1. Leading a team to achieve an outcome
Skills Involved
This element concerns the ability to define,
communicate and share a strategy to achieve a specific
outcome. It is about the ability to lead a virtual or
physical team to achieve that outcome. It involves the
clarification and communications of goals, strategy,
culture, approach, and plans.
It requires a combination of skills. These skills include
the ability to envisage the targeted future, to plan, to
interpret and show empathy with the viewpoints of
team members. It also requires leadership, and being
able to communicate with impact.
Question asked
Consider your ability to define an outcome, and then to
communicate a strategy, plans and goals in such a way
that team members are able to see how they will
achieve that outcome. Would you rate yourself as:-
6.2. Organizing people resources
Skills Involved
This element is about being able to get people to do
what needs to be done. It applies to people whom you
do not formally manage. This involves being able to set
objectives, targets and standards. It involves the ability
to mobilize resources and monitor progress.
skills include the ability to plan and organize, to
stimulate, influence, and persuade. They include being
able to think ahead, and to reconcile conflict.
Question asked
Consider your ability to organize people you do not
formally manage and getting them to do what needs to
be done. Would you rate yourself as:-

6.3. Building teamwork
Skills Involved
This element covers the development of teamwork. It
involves being able to understand team structures and
dynamics. It covers the understanding and deployment
of appropriate tools and techniques.
The essence of the skill is in understanding the team’s
make-up. It is the ability to select strategies to improve
teamwork which are consistent with the purpose of
the team and being able to apply such strategies
proficiently.
Question asked
Consider your ability to develop teamwork by helping
people see each other’s strengths and value. Consider
your understanding of team roles, culture and individual
motivation and stimulating mutual understanding, trust
and leadership. Would you rate yourself as:-
6.4. Advising the customer
Skills Involved
This element is about guiding the customer through
the use of consulting techniques. It covers a range of
approaches from offering information through to
making recommendations.
skills include understanding, interpreting, and using
judgement. They also include selecting approaches,
communicating, and using empathy, coaching and
influencing.
Question asked
Consider your ability to guide the customer through the
use of consulting techniques, covering a range of
approaches from offering information to making
recommendations. Would you rate yourself as:-

6.5. Working creatively
Skills Involved
This element is about being creative. It is about
creativity at any stage of the project life-cycle or in any
aspect of business, including technical, commercial, or
relationship issues.
This element requires skills in being able to think
radically. It requires the ability to use a wide range of
techniques as well as the ability to view work with
some detachment. It requires being able to envisage
and imagine. It requires skill in being able to transfer
and translate experience and knowledge, to
extrapolate, to challenge, and to experiment. It also
requires the ability to link, connect and integrate
aspects which are apparently unrelated.
Question asked
Consider your ability to work creatively at any stage of
the bid, sales or project life cycle, or to work creatively
in aspects of business that relate to technical,
commercial, or relationship issues. Would you rate
yourself as:-
6.6. Understanding informal decision making
Skills Involved
This covers the principles and practice of informal
decision-making and the process by which this is used
to consistently maximise own company’s advantage
and success.
This involves the ability to analyze the political
dynamics in organizations and the ability to develop
engagement strategies with key people. It also involves
the ability to network and to probe diplomatically and
ultimately influence the outcome.
Question asked
Consider your ability to understand and engage in the
informal decision-making process within your company,
customer or prospect (the political map), to enhance
your own and your company’s success. Would you rate
yourself as:-

6.7. Transferring skills and knowledge
Skills Involved
This is about improving the sales performance of
groups of partners or resellers through timely and
relevant transference of skills and knowledge. It is also
about being able to quantify the benefit to both your
own business and to the partners or resellers’
business.
The essential skill is in stimulating learning and
facilitating understanding, as well as in understanding
the individual's or partner/reseller's perspective.
Question asked
Consider your ability to transfer skills and knowledge to
your partners or resellers through informal or
structured training in order to help them gain maximum
benefit from your offerings. Would you rate yourself as:-

7. Business Planning and Strategy
Optimal RangeThis covers the skills required for improving business
performance through process improvement, financial
management, business strategy formulation and translation
and business planning. L H
7.1. Developing business plans
Skills Involved
This element is about creating a timed and tactical
response to business strategy for a business unit,
function or investment programme.
This involves the ability to: assimilate and interpret
information; plan; seek and integrate diverse inputs
and communicate clearly, primarily in writing.
Question asked
Consider your ability to create a sound account plan to
support your business unit’s goals and objectives, which
takes into account all prevailing market, partner and
own company parameters. Would you rate yourself as:-
7.2. Developing the commercial deal
Skills Involved
This element involves the definition of commercial
packages, including pricing, contract terms, and
definition of outcomes, that deliver mutual benefit for
all parties.
This element requires skill in the use of commercial
acumen and commercial creativity. It requires skill in
the use of commercial models. It requires the ability to
handle multiple interfaces and conflicting goals. It
requires the ability to prioritize, and to assess and re-
assess commercial impacts. It also requires knowledge
of financial and commercial instruments.
Question asked
Consider your ability to define commercial packages,
including pricing, contract terms, and definition of
outcomes, that offer mutual benefit to your
organization and the customer. Would you rate yourself
as:-

7.3. Evaluating and selecting options
Skills Involved
This element involves the performance of a full
appraisal of options. These options might include
investments, partners, suppliers, products, tools,
opportunities, etc.
This element involves the selection from among these
options. This selection is made against all the business
criteria of commercial, technical, cultural and strategic
fit.
skills include being able to define goals and strategy.
They involve the ability to evaluate and to model
parameters or criteria. They involve the ability to
prioritize, to judge and to make decisions.
Question asked
Consider your ability to evaluate and select from a range
of options. Such options might relate to opportunities,
investments, partners, suppliers and products. Take into
account business criteria around commercial, technical
and cultural issues and strategic fit. Would you rate
yourself as:-
7.4. Testing and challenging assumptions
Skills Involved
This element is about identifying assumptions in
anything, testing their implications and challenging
their validity.
This element requires skills in identifying root
assumptions, spotting hidden assumptions, linking,
interpreting, and modelling, questioning and probing.
Question asked
Consider your ability to test and challenge assumptions
in business. This involves the ability to identify
assumptions in anything, and then test their
implications and challenge their validity. Would you rate
yourself as:-

7.5. Understanding cultural fit
Skills Involved
The essential skill is in perceiving what an
organisation’s culture is and how this relates to the
way it operates its business, then using this
information to create competitive advantage for your
company.
Question asked
Consider your ability to understand the customer’s
values, mindset and approach to business, comparing
how well your company and its competitors align
culturally to this. Would you rate yourself as:-
7.6. Forecasting
Skills Involved
This element is about the ability to prepare and
manage a revenue forecast for the resellers or
partners you are responsible for. It involves the ability
to understand and use the organization’s information
systems. It also involves an understanding of the
principles of sound financial management, and the
ability to challenge data and inputs provided by others
where appropriate.
Question asked
Consider your ability to work with each of your partners
or resellers to determine a realistic revenue forecast, by
individual opportunity or overall. You take into account
factors like relationship, risk and type of opportunity.

7.7. Planning activities
Skills Involved
This element is about constructing appropriate plans
to support project, bid or process improvement
requirements. It involves: identifying critical paths and
milestones to delivery; sourcing appropriate inputs;
establishing and communicating a coherent plan;
explaining the rationale and assumptions; and
reviewing and adjusting plans as required.
It requires skills in understanding, structured thinking,
imagining the end result, organizing and integrating
data and other inputs, and communicating key aspects
clearly.
Question asked
Consider your ability to construct and communicate
appropriate plans to support a bid, project or process
improvement requirements. Would you rate yourself
as:-
7.8. Dealing with risk
Skills Involved
This element is about the identification, analysis and
evaluation of all types of business risk, including
commercial, relationship, and technical risk, and
communicating the major results so that the critical
risks are highlighted and dealt with.
This element requires a combination of skills including
standing back and examining all perspectives and the
ability to probe the views of other people in order to
gain new insights. It further includes the ability to spot
links and interactions, analysing, and being able to
think in a structured way. These skills include clear
communication of the key risks, their magnitude and
impact.
Question asked
Consider your ability to identify and evaluate all types of
business risk, including commercial, relationship, and
technical risk, and communicate your key findings so
that critical risks are managed. Would you rate yourself
as:-

:: About This Report
This report was generated using information from the SalesAssessment.com Sales Talent Assessment Skills
Questionnaire. It was generated from the results of a questionnaire answered by the respondent and substantially
reflects the answers provided by them. Due consideration must be given to the subjective nature of questionnaire-
based ratings in the interpretation of this data.
The information contained in this report should only be used for assessing the candidate for the role specified on the
cover of this report. The results should be used as one component of the decision-making process and placed in
context with data from interviews, background reviews and other appropriate sources. Where information contained
in this report contradicts the findings from any of these other sources, then further investigation is recommended.
SalesAssessment.com Limited and its associated companies cannot guarantee that the contents of this report are the
unchanged output of the computer system. We accept no liability (including negligence) for the consequences of using
this report and the data contained herein.
Enterprise Channel Manager Report: 4.0
© SalesAssessment.com Limited 2011
www.salesassessment.com
This report has been produced by SalesAssessment.com Limited for the benefit of its client and contains
SalesAssessment.com intellectual property. As such, SalesAssessment.com permits their client to reproduce,
distribute, amend and store this report for their internal and non-commercial use only. All other rights of
SalesAssessment.com are reserved.

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