The Quota

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Sharpening The Saw

By W. Grant Eppler

As with most people who endeavor to improve their skill sets, knowledge and overall performance, I was confident that I was sharpening the correct tools needed for career advancement. Further, in working with my sales team, I believed I had a well-honed view of where they were as individual sales professionals, and a firm handle on our sales team’s work-related skills as a whole. This was until I met with a certified consultant of Winslow Reports.
    In layman’s terms, Winslow Reports is a diagnostic test that features more than 200 questions. It quantifies and qualifies an individual’s personality and work-related traits. Individual traits are scored, and then similar traits are grouped into four quadrants. These individual scores, as well as an overall score, can then be “overlaid” and measured against the “backdrop” of the qualities needed to be successful in various positions.
For example, in my profession, scores would be compared to the traits needed for success in different sales positions such as inside sales, outside sales, sales management, sales director, etc. Individual scores can be compared with many other profession backdrops as well.
    Individual strengths, and what is more important, individual weaknesses can be assessed. Then processes designed to strengthen those weaknesses can be implemented.

The Tool Master
This information is visually presented in colored charts and graphs via email; then the client is individually briefed and debriefed in person or via conference call by an expert at Winslow.
    Even more compelling is that the individual scores of a sales team can then be combined to create a group score. Many interrelated group-management issues can be seen and forecasted. This combined data is used to create a plan to improve group functionality. Winslow then charts, graphs and briefs its clients on the group dynamic.
    I must admit that prior to Winslow, I was working to improve my strengths and not strengthen my weaknesses. And while I can say that as a team leader I was partially correct in my group assessment, since Winslow I now understand more clearly how my weaknesses affect the team.
    Sometimes an outside view will help create clarity for you, your co-workers and employees. In addition to Winslow Reports, there are many other human behavior and leadership assessment vehicles out there that may prove of use to you and your company, including PeopleAnswers, The Leadership Circle, Mental Game Coach and My Skills Profile.
    If in doubt, consider spending some time with the right diagnostic-tools approach and tool master. After all, why waste time honing a sharp knife, when it’s your saw that’s dull.

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