Donna Marcelle - 22 Reforming Director (Classic) - 1-22-2010

Donna Marcelle1/22/2010

Personal Profile

Foundation ChapterManagement Chapter

Effective Selling ChapterPersonal Achievement Chapter

Interview Chapter

Insights

Insights Discovery 3.1 Donna Marcelle Page 2

© Copyright 1992-2010 Andrew Lothian, Insights, Dundee, Scotland. All rights reserved. [email protected]

Personal Details

Donna MarcelleRegional Customer Relations [email protected]

Insights

1612 Gregory WayBremertonWAUSA98337

360.286.7232

Date Completed 1/22/2010

Date Printed 1/22/2010

Insights Learning and Development Ltd.Jack Martin Way, Claverhouse Business Park, Dundee, DD4 9FF, Scotland

Telephone: +44(0)1382 908050Fax: +44(0)1382 908051

E-mail: [email protected]



Contents

Introduction 5

Overview 6Personal Style 6Interacting with Others 7Decision Making 7

Key Strengths & Weaknesses 9Strengths 9Possible Weaknesses 10

Value to the Team 11

Communication 12Effective Communications 12Barriers to Effective Communication 13

Possible Blind Spots 14

Opposite Type 15Communication with Donna's Opposite Type 16

Suggestions for Development 17

Management 18Creating the Ideal Environment 18Managing Donna 19Motivating Donna 20

Management Style 21

Effective Selling Chapter 22

Selling Style Overview 23

Before The Sale Begins 24

Identifying Needs 25



Proposing 26

Handling Buying Resistance 27

Gaining Commitment 28

Follow-up and Follow Through 29

Sales Preference Indicators 30

Personal Achievement Chapter 31

Living on Purpose 32

Time and Life Management 33

Personal Creativity 34

Lifelong Learning 35

Learning Styles 36

Interview Questions 37

The Insights Wheel 38

Insights Colour Dynamics 39



IntroductionThis Insights Discovery profile is based on Donna Marcelle’s responses to the Insights Preference Evaluator which was completed on 1/22/2010.

The origins of personality theory can be traced back to the fifth century BC, when Hippocrates identified four distinct energies exhibited by different people. The Insights System is built around the model of personality first identified by the Swiss psychologist Carl Gustav Jung. This model was published in his 1921 work “Psychological Types” and developed in subsequent writings. Jung’s work on personality and preferences has since been adopted as the seminal work in understanding personality and has been the subject of study for thousands of researchers to the present day.

Using Jung's typology, this Insights Discovery profile offers a framework for self-understanding and development. Research suggests that a good understanding of self, both strengths and weaknesses, enables individuals to develop effective strategies for interaction and can help them to better respond to the demands of their environment.

Generated from several hundred thousand permutations of statements, this profile is unique. It reports statements which your Evaluator responses indicate may apply to you. Modify or delete any statement which does not apply, but only after checking with colleagues or friends to identify whether the statement may be a “blind spot” for you.

Use this profile pro-actively. That is, identify the key areas in which you can develop and take action. Share the important aspects with friends and colleagues. Ask for feedback from them on areas which seem particularly relevant for you and develop an action plan for growth personally and interpersonally.



OverviewThese statements provide a broad understanding of Donna’s work style. Use this section to gain a better understanding of her approaches to her activities, relationships and decisions.

Personal StyleBecause she lives by principles and rules, Donna is very consistent and dependable. Because she is a realist, she capitalises well on available resources, making her practical, with a good sense of timing. She has an urge for lifelong learning and can shake off depression by simply finding projects that fascinate her. She possesses a natural gift for presentation. She is usually more effective when she takes time to consider how she really feels. She is responsible and faithful to her commitments and obligations.

By slowing down occasionally she is more able to gather relevant data and consider both the practical and personal ramifications of her actions. She can be good at easing tense situations by getting conflicting parties together to take the sting from the issue. She dislikes confusion, inefficiency, half measures and anything that she sees as aimless or ineffective. She is a disciplinarian who can be tough when the situation calls for it. Donna systematically sets about achieving her scheduled goals on time in an efficient and effective manner. She works to see ideas and systems translated into realities.

Developing, fostering, improving and honing her skills is likely to be a life's work for her. Driven to achieve competence in all she does, Donna can spot the flaws that may exist in most situations and quickly see how to improve them. She constructs a code of rules embodying her own judgements about the world. She then acts upon the basis of her judgement, whether or not this appears well-founded to others. She resists being labelled by others and is engaged in a never-ending search for self-knowledge and self-identity. She can always see room for improvement and may spend her relaxation time trying, as she sees it, to make herself, and others, better.

She may increase her effectiveness by allowing herself to seek and take assistance from others. At her best, she is responsible, industrious, decisive and energetic. She sees herself as having rigorous standards that typically take precedence over her own and others' personal needs. Sociability, combined with a solid work ethic can result in the setting of high performance standards in both herself and the others who work or interact with her. She likes to have control of most situations and can speak out clearly and forcibly when she sees the need to do so.

Once a desired objective is fixed in her mind, she moves into action without procrastinating. At work she often makes significantly more starts than finishes and she may need someone else to follow through with the details. Both for herself and others, fun, relaxation and free time are scheduled and prioritised events. She feels more secure when she can control a situation by



ensuring other people conform to her thinking. Donna is a resourceful, action-oriented person who lives for the future by making every moment count.

Interacting with OthersBecause of her apparent work focus, other people may be surprised to discover that Donna is quite devoted to her family and friends. She is a good innovator, negotiator, and manager. Her communication style is honest, direct and to the point and she prefers others to be similarly candid with her. She might confess to being puzzled by others' perception of her as rigid and intractable. This perception may result from her tendency to express her independent views rather directly. She may prefer not, or may find it difficult, to express personal feelings to others.

She becomes frustrated if she is side-tracked by others' needs. She dislikes being told what to do or how to do it and may irritate others by insisting on doing a thing her way. She can be somewhat inconsiderate towards both herself and others, and tends to drive others almost as hard as she drives herself. She needs to make a special effort to remain open to the ideas and views of others, and avoid shutting other people down. Not keen to respond positively to views which differ from her own, she may jump to incorrect conclusions as she is often without the benefit of an alternative opinion. She has a rather impersonal style and may wrongly assume others wish to be treated in the same impersonal manner.

She does not appreciate critical comments about her personal qualities as she sees these comments as personal attacks on her integrity. She is not particularly discouraged by indifference or criticism. As she takes a rational approach to life, she may be seen as tough, blunt, impatient and insensitive to the needs and feelings of others. She may frequently rebel against the rules and in so doing will strongly resist attempts by others to regulate her behaviour. She could learn to express her appreciation of other people regularly and may find it useful to listen more and appreciate how others really feel.

Decision MakingDonna's tendency to think “out loud” enables others to follow her line of thinking. “Do it now” is her motto. Using past experiences to help her solve current problems and get things done is one of her strong points. In decision-making she may prefer to apologise for exceeding her authority rather than getting permission in the first place. In practising active and long-range thinking and planning, she is logical, analytical, objectively critical and prefers to be convinced by reason.

In her mind there must always be a good reason for doing something and people's feelings alone aren't normally sufficient to influence her. She tends to be influenced by the idea, rather than the people behind the idea. Donna's many accomplishments are achieved mainly through determination and perseverance in reaching or exceeding her high standards. Practical and realistic, Donna is a most matter-of-fact and thorough individual. She will pursue all possible



avenues of a solution to any problem that captures her interest.

She is prepared to make high risk decisions. Impatient with what she may see as inefficiency and incompetence, she can take tough decisions when the situation calls for it. Although gifted in both sensing and intuition, she may well rather base plans and decisions on established procedures than listen to her inner voice. She prefers action to conversation and enjoys dealing with difficult situations the moment they arise. She is comfortable in leadership positions and readily accepts responsibility for making things happen.

Personal Notes



Key Strengths & Weaknesses

StrengthsThis section identifies the key strengths which Donna brings to the organisation. Donna has abilities, skills and attributes in other areas, but the statements below are likely to be some of the fundamental gifts she has to offer.

Donna’s key strengths:

Evaluates people on their results.

Rapid organisational skills.

Action oriented - rises to the challenge.

A strong work ethic.

Drives herself and others to achieve results.

Realistic, adaptable and pragmatic problem solver.

Task focused and resourceful.

Sensible and matter of fact.

Confident and forthright.

Industrious and decisive.

Personal Notes



Key Strengths & Weaknesses

Possible WeaknessesJung said “wisdom accepts that all things have two sides”. It has also been said that a weakness is simply an overused strength. Donna's responses to the Evaluator have suggested these areas as possible weaknesses.

Donna’s possible weaknesses:

May appear overly critical.

Answers the question before it has been asked.

Vocally judgmental and critical.

Dislikes and rebuts personal criticism.

Blaming and judgmental, particularly when challenged on shortcomings.

Tends to over-control the situation.

May neglect family, friends and time for personal relaxation.

Her single-mindedness can sometimes impede results.

Appears anti-social at times.

Sometimes lacks a sense of humour.

Personal Notes



Value to the TeamEach person brings a unique set of gifts, attributes and expectations to the environment in which they operate. Add to this list any other experiences, skills or other attributes which Donna brings, and make the most important items on the list available to other team members.

As a team member, Donna:

Almost always delivers on time.

Will never be influenced by emotion alone.

Is always ready to offer service to colleagues.

Breaks down barriers to completion.

Is a forthright advocate for the team.

Is a speedy decision maker.

Will lead by fighting alongside the troops in the trenches.

Exhibits a strong sense of urgency

Will drive others to achieve greater things.

Brings direction and realism to every project.

Personal Notes



Communication

Effective CommunicationsCommunication can only be effective if it is received and understood by the recipient. For each person certain communication strategies are more effective than others. This section identifies some of the key strategies which will lead to effective communication with Donna. Identify the most important statements and make them available to colleagues.

Strategies for communicating with Donna:

Provide incentives and encouragement.

Respect her values and ambition.

Leave personalities out of the discussion.

Point out the consequences, with care.

Agree with her wherever possible.

Omit unnecessary and intricate details.

Understand her goals and objectives.

Keep it brief and to the point.

Be aware of her becoming defensive by watching her body gestures.

Allow her to review the agenda.

Present only solid and reliable facts.

Bring proof and evidence of performance.

Personal Notes



Communication

Barriers to Effective CommunicationCertain strategies will be less effective when communicating with Donna. Some of the things to be avoided are listed below. This information can be used to develop powerful, effective and mutually acceptable communication strategies.

When communicating with Donna, DO NOT:

Try to hoodwink or mislead.

Take credit for her ideas.

Waffle.

Tell her what to do or how to do it.

Be messy, unstructured or ill-equipped.

Argue or personalise the conversation.

Be inaccurate.

Undermine her authority.

Challenge her values or principles.

Be late for the meeting.

Come unprepared and disorganised.

Show disagreement with or disrespect for her principles.

Personal Notes



Possible Blind SpotsOur perceptions of self may be different to the perceptions others have of us. We project who we are onto the outside world through our “persona” and are not always aware of the effect our less conscious behaviours have on others. These less conscious behaviours are termed “Blind Spots”. Highlight the important statements in this section of which you are unaware and test them for validity by asking for feedback from friends or colleagues.

Donna’s possible Blind Spots:

Donna needs to try to become more aware of the talents, efforts and contributions of others and to more regularly offer compliments and praise for good performance. Very much a “head” person, she has little real appreciation of just how much some of her decisions may offend some people. As she doesn't naturally ask “what if”, she often misses possible meanings, implications and connections. Since she is a natural critic, she tends not to demonstrate her appreciation of the positive attributes or contributions of those around her. She is seen to perform better when she reins in her boldness, energy and enjoyment of being in control to a level where other people take priority.

As a logical and impersonal analyst, she doesn't always consider the impact of her decisions on others. Donna may unconsciously seek material dominance, social standing and status. A take-charge type with very high control needs, she may not cope well personally when things do not go as planned. She becomes more effective with other people when she directs her keen powers of observation towards being more sensitive and considerate to the people around her. Donna has a strong active conscience and may not be prepared to even consider others' values and opinions, particularly if they are not prepared to follow her lead.

She should try to slow down the pace when interacting with others on a time bounded project. She may not appreciate how loud she can appear to some others. She tends to be seen by others as dictatorial and can be aggressive in arguing her position. When a project goes wrong, she will not readily take the blame.

Personal Notes



Opposite TypeThe description in this section is based on Donna's opposite type on the Insights Wheel. Often, we have most difficulty understanding and interacting with those whose preferences are different to our own. Recognising these characteristics can help in developing strategies for personal growth and enhanced interpersonal effectiveness.

Recognising your Opposite Type:

Donna’s opposite Insights type is the Supporter, Jung’s “Introverted Feeling type”.

Supporters are affable, amiable, steady, loyal individuals who get on well with others. They build a close relationship with a small group of associates in the work environment. Donna will see the Supporter’s efforts being directed at retaining the familiar and predictable. Supporters look for constant appreciation from others and may be slow to adapt to change. They will often go the “extra mile” to help someone they consider as a friend.

Donna may suspect the Supporter requires assistance in eliminating the old and embracing the new. Supporters are cautious, conventional, diplomatic and sincere and may avoid decision making until many of the facts and details are available to them. The Supporter is intent on maintaining a low profile. In order to perform well, the Supporter needs specific and detailed instructions before starting a job.

Donna will experience frustration when the Supporter, if challenged, becomes stubborn and defiant. Supporters are easy going and low key people and like to feel needed and significant in other peoples’ lives. Even if a mistake has been made by someone else the Supporter may spend a lot of time sympathising and attempting to diffuse responsibility. Disagreements or opposing views can be stressful to Supporters. If the conflict in the workplace becomes too great they may become restless and uneasy, often withdrawing to avoid further conflict.

Personal Notes



Opposite Type

Communication with Donna's Opposite TypeWritten specifically for Donna, this section suggests some strategies she could use for effective interaction with someone who is her opposite type on the Insights Wheel.

Donna Marcelle: How you can meet the needs of your Opposite Type:

Provide lots of opportunities for team contact.

Appeal to her good nature and loyalty.

Avoid personal conflict.

Take your time getting to know her if you want critical feedback.

Gaining obedience is not enough - ensure you have co-operation.

Allow her time to gather her thoughts and to express her feelings.

Donna Marcelle: When dealing with your opposite typ e DO NOT:

Reinforce her own self criticism.

Go over her head to criticise people who report to her.

Smother her efforts to explore alternatives.

Force her to take a positive stance on an issue without time for thought.

Show impatience with, or annoyance of, her calm exterior.

Sweep aside her doubts without full consideration.

Personal Notes



Suggestions for DevelopmentInsights Discovery does not offer direct measures of skill, intelligence, education or training. However, listed below are some suggestions for Donna’s development. Identify the most important areas which have not yet been addressed. These can then be incorporated into a personal development plan.

Donna may benefit from:

Leaving things open-ended rather than always seeking closure.

Respecting ways of doing things that differ from her own.

Remembering that she is also vulnerable.

Being less forthright and more discreet.

Becoming more affable, amiable and generally slower paced.

Allowing people to do their own thing.

Reaching decisions only after weighing up all the alternatives.

Recognising that actions based on feelings are as valid as those based on analysis.

Arguing the opposing position to recognise the value of it.

Taking time out to indulge herself in simple pleasures, such as music and the arts.

Personal Notes



Management

Creating the Ideal EnvironmentPeople are generally most effective when provided with an environment which suits their preferences and style. It can be uncomfortable to work in an environment which does not. This section should be used to ensure a close match between Donna’s ideal environment and her current one and to identify any possible frustrations.

Donna’s Ideal Environment is one in which:

Regularly changing job roles are available.

The work environment is task-focused.

Innovation and entrepreneurialism can flourish.

Everyone makes good use of their time.

Decision making is objective and impersonal.

Her organisational skills are used to the full.

There are clearly defined objectives.

People around her are organised and consistent.

She has a position with status.

Colleagues share her drive for results.

Personal Notes



Management

Managing DonnaThis section identifies some of the most important strategies in managing Donna. Some of these needs can be met by Donna herself and some may be met by her colleagues or management. Go through this list to identify the most important current needs, and use it to build a personal management plan.

Donna needs:

Options and alternatives before having to make decisions.

An able, fast-paced backup team.

To be encouraged to explore new ideas.

To be more diplomatic at times.

Space to become the top performer.

A manager who communicates clearly and precisely, yet allows her room to manoeuvre.

Time to adjust to other points of view.

To be reminded of what she has not yet done.

A fast-paced environment where she can achieve results.

Only the minimum of social chit-chat around her.

Personal Notes



Management

Motivating DonnaIt has often been said that it is not possible to motivate anyone - only to provide the environment in which they will motivate themselves. Here are some suggestions which can help to provide motivation for Donna. With her agreement, build the most important ones into her Performance Management System and Key Result Areas for maximum motivation.

Donna is motivated by:

“Pioneering” opportunities with little limitation.

Responsibility and the authority to go with it.

A relentless drive to competency and effectiveness.

Being in charge.

Being consulted, and having her views implemented.

Being given a challenge.

Change, variety and new projects.

Having access to data and verifiable evidence.

Setting stretching goals for herself and others to achieve.

To shape and reshape people and things.

Personal Notes



Management StyleThere are many different approaches to management, most of which have different situational applications. This section identifies Donna’s natural management approach and offers clues to her management style, highlighting both gifts and possible hindrances that can be further explored.

In managing others, Donna may tend to:

Always shoot for the goal.

Expect others to work as hard as she does.

Leave people drowning in her wake.

Get frustrated with those who do not share or cannot see her vision.

Be passionate about her ideas.

Fail to listen actively to the views and opinions of others.

Confront people who are not pulling their weight.

Lead from the front by personal example.

Become very defensive if her competence is questioned.

Feel ineffective if she loses control of the task or process.

Personal Notes



Effective Selling ChapterEffective selling has three main requirements:

First, the salesperson must understand him or herself, and how to build on strengths and develop any areas of weakness, aware of how different customers perceive him or her.

Secondly, the salesperson must understand others - particularly customers - who are different. Customers will often have opposing needs, expectations, desires and motivations than those of the salesperson. These distinctions need to be appreciated and respected.

Thirdly, the salesperson must learn to adapt his or her behaviour to relate to, connect effectively with, and influence, the customer.

This chapter is designed to support the development of each of these requirements at each stage of the sales process.

The model below illustrates the conceptual overview of each of these different stages and the corresponding sections explored in this chapter.

Use the Effective Selling Chapter to develop strategies for improved customer relationships, greater self-understanding and more & greater sales.

1. Before The Sale Begins

2. Identifying Needs

3. Proposing The Solution

4. Dealing with Buying Resistance

5. Gaining Commitment

6. Follow-up & Follow-Through



Selling Style OverviewThese statements provide a broad understanding of Donna's selling style. Use this section to gain a better understanding of her approaches to her customer relationships.

Donna's ability to empower others is one of her most obvious sales qualities. Donna sees value in a direct, strong, and forthright approach to customers. She is willing to move laterally to solve a problem, and assume responsibility for her own activity. She is often indifferent to management restrictions, preferring a flat structure where everyone has access to potential customers. When she turns her highly honed critical appraisal skills onto perceived customer's failings, her honesty may be translated into unintended hurtfulness.

She should take care when presenting tough recommendations for improvement to customers as she may be seen as overly critical. She may take issue with both colleagues and customers when her expectations are not met, but is unlikely to bear a grudge for long. More reserved customers may feel impressed, though perhaps exhausted, by her sales presentation. She may always assume that her business-like sales manner is the correct way to present the business image. She enjoys the challenge and debate sometimes necessary before winning a new customer and should remember that gentler customers may find the approach intimidating.

She will ask good questions, but will sometimes forget to wait for the answer! She usually has a clear view of the appropriate solution, but may not always seek alternative views. She tends not to be concerned with how she measures up to others' standards - Donna's own standards are the ones that are most important to her.

Personal Notes



Before The Sale BeginsThe sale begins long before the formal sales process starts and continues long after it ends. Here are some of the key ideas that Donna needs to be aware of in the initial stages when planning and approaching the customer.

Donna's key strengths before the sale begins:

Sees cold-calling as a necessary first-step to helping others through the sales process.

Identifies key priorities at the planning stage.

Keeps her mental planning focused on results.

Competes to succeed.

Combines determination and dedication in prospecting.

Uses her imagination to create high value leads and opportunities.

Before the sale begins Donna could:

Involve others in preparation more often.

Listen carefully, slow down, and seek to adapt and connect systematically.

Find out about the people who may exert influence, outwith the potential sale.

Take a flexible approach, without pre-judging outcomes.

Be aware that her style may appear imposing or intimidating on the telephone or in person.

Avoid being too single-minded about immediate results.

Personal Notes



Identifying NeedsIn identifying needs, the goal is to find out what the customer's real problems are. Here is an overview and some advice relating to how Donna may identify customer needs.

Donna's key strengths in identifying sales needs:

Articulates critical issues when communicating her view of customer priorities.

Concise and incisive communicator.

Quickly bridges the customer's needs to the product or service.

Keeps her mind on the task at hand.

Determinedly pursues her needs-analysis strategy.

Challenges prospective customers to recognise the need for imminent change.

When identifying needs Donna could:

Use diplomacy in her questioning style.

Practise active listening - listen for the expression of customer's feelings.

Pay closer attention, and respond to, the customer's emotional feelings.

Show greater willingness to seek advice and help from others.

Occasionally ask, "I don't understand, can you clarify that please?".

Regularly ask open and encouraging questions.

Personal Notes



ProposingHaving identified the customer's needs, the proposing phase should close the gap between their needs and the current situation. Here are some of the keys for Donna to develop a powerful and effective proposing style.

Donna's key strengths in proposing:

Is viewed as a pragmatic, rational thinker.

Exhibits a certainty that she has the right solution.

Delivers practical solutions to her customers' most pressing challenges.

Takes a dynamic and forthright stance.

Deals with the unexpected by responding in a direct and quick thinking manner.

Sees what is possible in most situations.

When proposing Donna could:

Match the pace and variety of her presentation to meet customer needs.

Continually look for non-verbal clues regarding the customer's buy-in to the proposal.

Avoid being drawn into an argument.

Rely more on emotional content as well as logical argument.

Present solutions slanted from the customer's perspective.

Invite the customer to be fully involved in the proposal process.

Personal Notes



Handling Buying ResistanceIf the customer relationship has been built effectively, buying resistance should be low. However, this section suggests strategies for Donna to deal effectively with buying resistance.

Donna's key strengths in dealing with buying resist ance:

Reacts in a direct and quick-thinking way when questioned.

Responds to resistance in a positive manner.

Will take positive action to progress the sale.

Controls her emotional responses well.

Does not usually take objections personally.

Accepts resistance simply as a challenge that must be overcome.

When dealing with buying resistance Donna could:

Consider the level of trust that exists before answering difficult questions.

Modify her approach to sympathise with less rational customer concerns.

Continuously look for any non-verbal clues of buyer resistance.

Seek first to understand before trying to be understood.

Avoid attempting to score points over the customer!

Avoid being seen as argumentative or defensive.

Personal Notes



Gaining CommitmentThe close should be the natural progression of the sale, not the conflict at the end! When your customer trusts you, is clear about what they are buying and needs what you have to sell, you are ready to propose commitment. Here are the strengths and suggestions for development in Donna's closing style.

Donna's key strengths in gaining commitment to the sale:

Concludes that the job is well done only after the sale is made.

Summarises benefits concisely.

Applies common sense to her customer's problems.

Ties down details through reasoning and logic.

Anticipates a positive outcome to every situation.

Highly confident in asking for the business.

When gaining commitment Donna could:

Use less control and be more relaxed about outcomes.

Present an image that appears warmer and more compassionate.

Take a deep breath and pause before responding to customer questions, particularly when she knows the answer to the question.

Refrain from over-assuming during the sales process. At times, try taking smaller steps.

Give concessions graciously and willingly.

Be prepared to use softer closing techniques when the situation merits.

Personal Notes



Follow-up and Follow ThroughIt is your job, having built a relationship with your customer, to continue that relationship and to be of service to your customer beyond the initial sale. Here are some ideas which Donna can use to support, inform and follow-up with the customer.

Donna's key strengths in sales follow-up and follow through:

Strongly commits to the value of the product or service.

Usually adapts the customer's expectation to her preferred process.

Remains constantly aware of further sales opportunities.

Adheres to tried and tested systems and procedures.

Constantly verifies the effectiveness of what she has sold.

Looks to achieve high ticket extra business at the earliest opportunity.

When following-up and following through Donna could :

Continually monitor her customers' apparent satisfaction.

Remember that it may be easier to develop a relationship with an existing customer than find a new one.

Soften the process she uses to win repeat business, maintaining the relationship focus.

Recognise that even a dormant customer may spark into life one day.

Keep in touch with the customer, even without the certainty of new business arising.

Moderate her sometimes brusque verbal style.

Personal Notes



Sales Preference IndicatorsBefore The Sale Begins

Researching 7.2

Building Trust 2.6

Clear Objectives 8.2

Getting Appointments 4.4

Identifying Needs

Listening 3.0

Questioning 4.2

Encouraging 3.9

Creating Opportunities 5.3

Proposing

Focused & Relevant 8.7

Enthusiastic Presentation 4.0

Shows Understanding of Needs 1.9

Organisation & Accuracy 4.0

Dealing With Buying Resistance

Direct Handling of Objections 8.7

Persuasion 5.2

Clarifying Details 8.1

Meeting Concerns 3.1

Gaining Commitment

Closing 5.7

Flexibility 2.6

Minimising Risks 3.5

Meeting Clients' Needs 4.6

Follow-up And Follow Through

Maintains Contact 3.3

Account Planning 8.2

Relationship Maintenance 3.3

Developing the Account 6.2



Personal Achievement ChapterAt its best, life is a rewarding journey of personal exploration and growth.

This chapter is designed to focus on several highly important aspects of personal development. Using the guidance suggested in these pages can lead to exciting changes and can have a profound impact on success.

The sections will help Donna define her life's purpose, set her goals and organize her time and life to achieve them. It offers suggestions on how she can tap into her natural creativity, and unleash further creative potential from deeper aspects of her personality, to overcome any obstacle.

Finally, it gives powerful suggestions for Donna to understand and enhance her preferred learning styles.

When applied, the ideas contained in this profile can provide insights and support to life’s journey of development.



Living on PurposeHaving a sense of purpose and worthy goals are important to building a strong foundation for a successful life. Here are some of the things Donna should be aware of in setting goals and defining her purpose.

Living on purpose

Success is often measured by Donna in terms of acquired business skills, rather than social expertise. She will not necessarily seek approval of all the team members in justifying her decisions. Skilled at setting broad, long term objectives, she should endeavour to break these down into smaller steps. As the epitome of action-orientation, Donna makes every moment count. Achieving significance in life is important to her. She is driven by a strong ego, which is energised through success and public recognition.

She may neglect to nurture the more straightforward relationships which she may not recognise as directly contributing to the attainment of her ambitions. Owing to her somewhat individualistic approach, she may forget that it can be advantageous to ask for the assistance of others. She is excited by goals that offer big-picture rewards. She prefers to select goals that produce tangible results, e.g. financial, production volume and the like. She should consider including goals that are less tangible, e.g. improved relationships, understanding of others, self awareness and so forth. In the organisation, it is usually Donna who keeps people focused on the bottom line.

Tangible targets are more acceptable to her than what she may perceive as more "fluffy" outcomes. She could look deeper perhaps for subliminal "big picture" goal opportunities. High standards and desire for achievement take priority over doing things by the rules. On occasions her strategy has been thought of as "I did it my way". She will be dedicated to achieving the chosen goal. She should also consider the impact her actions will have on others, as certain decisions may appear to them as being too single-minded in approach.

Personal Notes



Time and Life ManagementBenjamin Franklin said "Dost thou love life? Then do not squander time, for that is the stuff life is made of". This section contains some strategies that Donna can use to become more effective in the area of time and life management. Choose the most significant ones and apply them every day for high levels of effectiveness.

In managing her time, Donna, Suggested Action For De velopment

Is in danger of neglecting family, friends and relaxation time.

Keep asking "what is important in my life"?

Enjoys meetings which she can direct and control.

Experiment by allowing everyone to participate fully.

Focuses on the task, sometimes to the short-term detriment of the team good.

Consider that the team's feelings may be crucially important in attaining the outcome.

Shows a compulsion towards stretching the accomplishment.

Realise that not everyone is motivated to work at the same intensity.

Views her work as all-important with little need for diversion.

Consider that all work and no play is a potential recipe for disaster.

Displays a practical ability in implementing tasks.

Allow others to become involved with implementation procedures.

Personal Notes



Personal CreativityCreativity has been defined as seeing the same thing as someone else but thinking something different. Different people have different creative strengths. This section identifies some of Donna's creative characteristics and how she can build on them.

In her creativity, Donna, Suggested Action For Devel opment

Is expert at detached and objective thought.

Ask others for their ideas, without pre-judgement.

Seeks to build new structures. Build them on rock, with a soft centre.

Often acts without considering the full consequences.

"Look before you leap!"

Has the ability to drive through detailed solutions.

Build alliances with others to gain support.

May seek perfection through improvement.

Be aware that seeking improvement may be seen by others as being "picky".

Is determined to find the right solution to a problem.

Always remember to consider those affected.

Personal Notes



Lifelong LearningContinual learning is a key part of personal development and growth. This section identifies several ideas Donna can use to learn more effectively. Use these statements to map out a learning strategy and to create the environment for optimum personal growth.

Donna's preferred learning style is supported when she:

Can focus on a specific task and outcomes rather than theorising about the process.

Has a clearly defined role or task that she can get on and do.

Involves herself in short, sharp sessions.

Can think through complex problems before providing considered answers.

Has a published, fast-pace timetable and all objectives are met.

Can participate in competitive group activities where there is a strong element of challenge and risk and she can take an active, leading role.

Donna can stretch in learning by:

Valuing emotional input of team members.

Putting less pressure on herself in order to achieve perfection.

Thinking before acting. Listening before commenting.

Being open to feedback from others.

Scheduling time for family and relaxation.

Getting closer to other people in order to appreciate their input.

Personal Notes



Learning StylesDonna Marcelle

1/22/2010

Flexible Involvement

Focused Thinking

SystematicProcessing

IntuitiveExperimentation

InteractiveParticipation

PracticalAction

DetachedAnalysis

ConsideredReflection

Focused Thinking

Practical Action

Intuitive Experimentation

Interactive Participation

Flexible Involvement

Considered Reflection

Systematic Processing

Detached Analysis

Less Comfortable Comfortable Preferred



Interview QuestionsThis section lists several questions which can be used in interviewing Donna Marcelle. The questions can be used as they appear here, or can be adapted to suit the interviewer's own style or needs. The questions are raised by considering issues Donna may be less comfortable with - those development areas in which she may have fewer strengths. Some or all of these topics should be used along with other questions which may be job specific. Using them will help establish the level of Donna's self-awareness and personal growth.

Interview Questions:

Is it important to take time with people whose work seems to be affected by personal problems? Should you be sympathetic?

How good a listener are you?

What steps would you take to meet people half way and show your appreciation of them?

How would you help a colleague with a personal problem?

How often do you reflect on how others might see you?

When do you think that a moment's pause might be preferable to a speedy response?

Not everyone reacts as quickly as you - is this speed a plus or a minus?

What are the disadvantages of being self centred and inwardly focused?

What merits can you see in keeping your opinions to yourself?

How do you feel about working in a supporting role?

Personal Notes



The Insights WheelDonna Marcelle

1/22/2010

R E F ORME R

H E L P ER

MOTIVATOR

COORDINATOR

D IR

EC

TO

R

SU

PP

OR

T ER

OB

SE

RV

E R

I NS

PIR

ER

REDREDREDREDREDREDREDRED

YELLOWYELLOWYELLOWYELLOWYELLOWYELLOWYELLOWYELLOWGREENGREENGREENGREENGREENGREENGREENGREEN

BLUEBLUEBLUEBLUEBLUEBLUEBLUEBLUE RED

YELLOWGREEN

BLUE

1

21

41

2

22

42

3

23

43

424

44

525

45

6

26

46

7

27

47

8

28

48

9

29

49

10

30

50

11

31

51

1232

52

1333

53

14

34

54

15

35

55

16

36

56

101

121

141 104

124

144

105

125

145

108

128

148

109

129

149112

132

152

113

133

153

116

136

156

Conscious Wheel Position22: Reforming Director (Classic)

Personal (Less Conscious) Wheel Position22: Reforming Director (Classic)



Insights Colour DynamicsDonna Marcelle

1/22/2010

0

3

6

Persona(Conscious)

BLUE

4.80 80%

GREEN

2.00 33%

YELLOW

2.60 43%

RED

5.44 91%

0

3

6

Persona(Less Conscious)

BLUE

3.40 57%

GREEN

0.56 9%

YELLOW

1.20 20%

RED

4.00 67%

100

0

100

50

50

PreferenceFlow

62.0%

(Conscious) (Less Conscious)

Date post:	18-Nov-2014
Category:	Documents
Upload:	donna-marcelle
View:	623 times
Download:	6 times

Donna Marcelle - 22 Reforming Director (Classic) - 1-22-2010

Documents