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©SalesAssessment.com Limited

:: 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. CommunicatingSkills InvolvedThis 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 askedConsider 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 othersSkills InvolvedThis 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 askedConsider 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 liaisingSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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. LeadingSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider your ability to lead a defined team or group of people, whether they report to you formally or not. Would you rate yourself as:-

The answer given was: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.Your answer was significantly higher than expected for this skill in the selected role. An expected answer could 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. OpennessSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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:-

The answer given was: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.Your answer was significantly higher than expected for this skill in the selected role. An expected answer could 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 expectationsSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider your ability to establish and to influence customer expectations. Would you rate yourself as:-

1.7. Objection handlingSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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. OrganizingSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 solvingSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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:-

The answer given was: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 decisionsSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 changeSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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-throughSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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:-

The answer given was: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 targetsSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider your ability to achieve objectives, targets, or business or sales goals. Would you rate yourself as:-

2.7. Using probing questionsSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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. Would you rate yourself as:-


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 imperativesSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 directionSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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:

The answer given was: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 teamYour answer was significantly lower than expected for this skill in the selected role. An expected answer could 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 marketSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 riskSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider your ability to understand and to manage risk in a business context. Would you rate yourself as:-


3.5. Self-management and professionalismSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 informationSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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 informationSkills InvolvedThis 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.This element requires a combination of skills. These 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.This is a high priority skill for this role.


Question askedConsider 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 organizationSkills InvolvedThis 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.This element requires a combination of skills. These 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.This is a high priority skill for this role.


Question askedConsider 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. NegotiatingSkills InvolvedThis 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.This element requires a combination of skills. These 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.This is a high priority skill for this role.


Question askedConsider 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 needsSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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. Would you rate yourself as:-


4.4. Running structured meetingsSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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 identitySkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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. PresentingSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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 stakeholdersSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider your ability to write reports on business matters to customers, colleagues and business partners. Would you rate yourself as:-


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 customersSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 qualificationSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 offeringSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 needsSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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 landscapeSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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. Would you rate yourself as:-


5.6. Understanding your company’s ‘ideal customer’ modelSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 & servicesSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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 opportunitiesSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 outcomeSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 resourcesSkills InvolvedThis 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.This element requires a combination of skills. These skills include the ability to plan and organize, to stimulate, influence, and persuade. They include being able to think ahead, and to reconcile conflict.This is a high priority skill for this role.


Question askedConsider 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 teamworkSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 customerSkills InvolvedThis 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.This element requires a combination of skills. These skills include understanding, interpreting, and using judgement. They also include selecting approaches, communicating, and using empathy, coaching and influencing.This is a high priority skill for this role.


Question askedConsider 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 creativelySkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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 makingSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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 knowledgeSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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 plansSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 dealSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 optionsSkills InvolvedThis 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.This element requires a combination of skills. These 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.This is a high priority skill for this role.


Question askedConsider 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 assumptionsSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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 fitSkills InvolvedThe 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.This is a medium priority skill for this role.


Question askedConsider 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. ForecastingSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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. Would you rate yourself as:-


7.7. Planning activitiesSkills InvolvedThis 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.This is a high priority skill for this role.


Question askedConsider 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 riskSkills InvolvedThis 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.This is a medium priority skill for this role.


Question askedConsider 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

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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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