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Talent Insights ® Executive Reba Rollins Production Executive Director Apex Corporation 12-23-2015 Copyright © 1984-2015. Target Training International, Ltd.
Talent Insights®
Executive
Reba RollinsProduction Executive DirectorApex Corporation12-23-2015
Copyright © 1984-2015. Target Training International, Ltd.
Introduction Where Opportunity Meets Talent®
The TTI Success Insights® Talent Insights Report was designed to increase the understanding ofan individual's talents. The report provides insight to three distinct areas: behaviors, drivingforces and the integration of these. Understanding strengths and weaknesses in these areas willlead to personal and professional development and a higher level of satisfaction.
The following is an in-depth look at your personal talents in the three main sections:
Behaviors
This section of the report is designed to help you attain a greater knowledge of yourself as well asothers. The ability to interact effectively with people may be the difference between success andfailure in your work and personal life. Effective interaction starts with an accurate perception ofoneself.
Driving Forces
This section of the report provides information on the why of your actions, which with applicationand coaching, can tremendously impact your valuing of life. Once you know the motivations thatdrive your actions, you will immediately be able to understand the causes of conflict.
Integrating Behaviors And Driving Forces
This section of the report will help you blend the how and the why of your actions. Once you canunderstand how your behaviors and driving forces blend together, your performance will beenhanced and you will experience an increase in satisfaction.
1Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Introduction Behaviors Section
Behavioral research suggests that the most effective people are those who understandthemselves, both their strengths and weaknesses, so they can develop strategies to meetthe demands of their environment.
A person's behavior is a necessary and integral part of who they are. In other words, much of ourbehavior comes from "nature" (inherent), and much comes from "nurture" (our upbringing). It isthe universal language of "how we act," or our observable human behavior.
In this report we are measuring four dimensions of normal behavior. They are:
How you respond to problems and challenges.
How you influence others to your point of view.
How you respond to the pace of the environment.
How you respond to rules and procedures set by others.
This report analyzes behavioral style; that is, a person's manner of doing things. Is the report100% true? Yes, no and maybe. We are only measuring behavior. We only report statementsfrom areas of behavior in which tendencies are shown. To improve accuracy, feel free to makenotes or edit the report regarding any statement from the report that may or may not apply, butonly after checking with friends or colleagues to see if they agree.
"All people exhibit all four behavioralfactors in varying degrees of intensity."
–W.M. Marston
2Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
General CharacteristicsBased on Reba's responses, the report has selected general statements to provide abroad understanding of her work style. These statements identify the basic naturalbehavior that she brings to the job. That is, if left on her own, these statementsidentify HOW SHE WOULD CHOOSE TO DO THE JOB. Use the generalcharacteristics to gain a better understanding of Reba's natural behavior.
Reba can be analytical, calm, steady and persevering. She likes to be forcefuland direct when dealing with others. Her desire for results is readily apparent tothe people she manages. She has high ego strengths and may be viewed bysome as egotistical. Some may view her as being stubborn and opinionated.She views it as the price you must pay for success. She may try to "explain"her stubbornness in positive terms. Reba can be incisive, analytical andargumentative at times. She likes people, but can be seen occasionally as coldand blunt. She may have her mind on project results, and sometimes may nottake the time to be empathetic toward others. She is an aggressive individualwho wins through hard work and persistence; that is, she will come up with agood idea and follow through. She will work hard at achieving her goals. Sheloves to win and hates to lose. Reba is forward-looking, aggressive andcompetitive. Her vision for results is one of her positive strengths. Sheembraces visions not always seen by others. Reba's creative mind allows herto see the "big picture."
Reba finds it easy to share her opinions on solving work-related problems.Logic and people who have the facts and data to support this logic influenceher. She admires the patience required to gather facts and data. She can bedirect in her approach to discovering the facts and data. She maintains herfocus on results. She is logical, incisive and critical in her problem-solvingactivities. Reba should realize that at times she needs to think a projectthrough, beginning to end, before starting the project. Sometimes she may beso opinionated about a particular problem that she has difficulty letting othersparticipate in the process. She has the unique ability of tackling tough problemsand following them through to a satisfactory conclusion. She has the ability tomake high-risk decisions, but sometimes should seek counsel before acting.
Adapted Style
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Natural Style
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3Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
General Characteristics Continued
Reba likes people who present their case effectively. When they do, she canthen make a quicker assessment or decision. She likes subordinates whocommunicate with her in a clear, precise and brief conversation. She has theability to ask the right questions and destroy a shallow idea. Some people mayfeel these questions are a personal attack upon their integrity; however, this isjust her way of getting the appropriate facts. She likes people who give heroptions as compared to their opinions. The options may help her makedecisions, and she values her own opinion over that of others! Reba couldimprove her communication with others by being more flexible and showing asincere interest in what they are saying. She tries to remain emotionallyuninvolved in what the other person is saying. When communicating withothers, Reba must carefully avoid being excessively critical or pushy. She triesto get on with the subject, while others may be trying to work through thedetails. She could improve her communication skills by being patient, listeningand displaying genuine care for the people with whom she comes in contact.
Adapted Style
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Natural Style
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4Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Value to the OrganizationThis section of the report identifies the specific talents and behavior Reba brings to thejob. By looking at these statements, one can identify her role in the organization. Theorganization can then develop a system to capitalize on her particular value and makeher an integral part of the team.
Excellent troubleshooter.
Always looking for logical solutions.
Will join organizations to represent the company.
Self-starter.
Places high value on time.
Usually makes decisions with the bottom line in mind.
Challenge-oriented.
Objective and realistic.
Thinks big.
Adapted Style
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Natural Style
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5Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Checklist for CommunicatingMost people are aware of and sensitive to the ways with which they prefer to becommunicated. Many people find this section to be extremely accurate and importantfor enhanced interpersonal communication. This page provides other people with alist of things to DO when communicating with Reba. Read each statement andidentify the 3 or 4 statements which are most important to her. We recommendhighlighting the most important "DO's" and provide a listing to those who communicatewith Reba most frequently.
Ways to Communicate:
Motivate and persuade by referring to objectives and results.
Take issue with facts, not the person, if you disagree.
Stick to business--let her decide if she wants to talk socially.
Be prepared with the facts and figures.
Listen to her.
Use the proper buzz words that are appropriate to her expertise.
Respect her quiet demeanor.
Be clear, specific, brief and to the point.
Show her a sincere demeanor by careful attention to her point of view.
Use expert testimonials.
Provide details in writing.
Adapted Style
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Natural Style
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6Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Checklist for Communicating Continued
This section of the report is a list of things NOT to do while communicating with Reba.Review each statement with Reba and identify those methods of communication thatresult in frustration or reduced performance. By sharing this information, both partiescan negotiate a communication system that is mutually agreeable.
Ways NOT to Communicate:
Direct or order.
Forget or lose things, be disorganized or messy, confuse or distract hermind from business.
Leave loopholes or cloudy issues if you don't want to be zapped.
Use high speed, intense inputs.
Use inappropriate buzz words.
Let disagreement reflect on her personally.
Ask rhetorical questions, or useless ones.
Speculate wildly, or offer guarantees and assurances where there is a riskin meeting them.
Pretend to be an expert, if you are not.
Touch her body when talking to her.
Ramble on, or waste her time.
Be superficial.
Adapted Style
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Natural Style
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7Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Communication TipsThis section provides suggestions on methods which will improve Reba's communications with others. The tipsinclude a brief description of typical people in which she may interact. By adapting to the communication styledesired by other people, Reba will become more effective in her communications with them. She may have topractice some flexibility in varying her communication style with others who may be different from herself. Thisflexibility and the ability to interpret the needs of others is the mark of a superior communicator.
When communicating with a person who isambitious, forceful, decisive, strong-willed,independent and goal-oriented:
Be clear, specific, brief and to the point.Stick to business.Be prepared with support material in awell-organized "package."
Factors that will create tension ordissatisfaction:
Talking about things that are not relevant to theissue.Leaving loopholes or cloudy issues.Appearing disorganized.
When communicating with a person who ismagnetic, enthusiastic, friendly, demonstrativeand political:
Provide a warm and friendly environment.Don't deal with a lot of details (put them in writing).Ask "feeling" questions to draw their opinions orcomments.
Factors that will create tension ordissatisfaction:
Being curt, cold or tight-lipped.Controlling the conversation.Driving on facts and figures, alternatives,abstractions.
When communicating with a person who ispatient, predictable, reliable, steady, relaxed andmodest:
Begin with a personal comment--break the ice.Present your case softly, nonthreateningly.Ask "how?" questions to draw their opinions.
Factors that will create tension ordissatisfaction:
Rushing headlong into business.Being domineering or demanding.Forcing them to respond quickly to yourobjectives.
When communicating with a person who isdependent, neat, conservative, perfectionist,careful and compliant:
Prepare your "case" in advance.Stick to business.Be accurate and realistic.
Factors that will create tension ordissatisfaction:
Being giddy, casual, informal, loud.Pushing too hard or being unrealistic withdeadlines.Being disorganized or messy.
8Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
PerceptionsSee Yourself as Others See You
A person's behavior and feelings may be quickly telegraphed to others. This sectionprovides additional information on Reba's self-perception and how, under certainconditions, others may perceive her behavior. Understanding this section willempower Reba to project the image that will allow her to control the situation.
Self-PerceptionReba usually sees herself as being:
Pioneering Assertive
Competitive Confident
Positive Winner
Others' Perception - Moderate Under moderate pressure, tension, stress or fatigue, others may see her asbeing:
Demanding Nervy
Egotistical Aggressive
Others' Perception - ExtremeUnder extreme pressure, stress or fatigue, others may see her as being:
Abrasive Controlling
Arbitrary Opinionated
Adapted Style
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Natural Style
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9Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
The Absence of a Behavioral FactorThe absence of a behavioral factor may provide insight into situations or environmentsthat may cause tension or stress. Based on research, we are able to identifysituations that should be avoided or minimized in a person's day-to-day environment.By understanding the contribution of a low behavioral style, we are able to betterarticulate a person's talents and create environments where people can be moreeffective.
Situations and circumstances to avoid or aspects needed within theenvironment in order to minimize behavioral stress.
Avoid situations where forced to trust without supporting data.
Avoid work environments that require an open door policy.
Avoid environments that are about quantity over quality.
Understanding that the need to adapt is unavoidable at times, below aretips for adapting to those with I above the energy line and/or tips forseeking environments that will be conducive to the low I.
Daily and repetitive team meetings will detract from productivity and addto stress.
Understand when an analytical perspective is needed and valued.
Not verbalizing feelings and perspectives may delay desired outcomes.
Adapted Style
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Natural Style
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10Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
DescriptorsBased on Reba's responses, the report has marked those words that describe herpersonal behavior. They describe how she solves problems and meets challenges,influences people, responds to the pace of the environment and how she responds torules and procedures set by others.
Driving
Ambitious
Pioneering
Strong-Willed
Determined
Competitive
Decisive
Venturesome
Calculating
Cooperative
Hesitant
Cautious
Agreeable
Modest
Peaceful
Unobtrusive
Dominance
Inspiring
Magnetic
Enthusiastic
Persuasive
Convincing
Poised
Optimistic
Trusting
Reflective
Factual
Calculating
Skeptical
Logical
Suspicious
Matter-of-Fact
Incisive
Influencing
Relaxed
Passive
Patient
Possessive
Predictable
Consistent
Steady
Stable
Mobile
Active
Restless
Impatient
Pressure-Oriented
Eager
Flexible
Impulsive
Steadiness
Cautious
Careful
Exacting
Systematic
Accurate
Open-Minded
Balanced Judgment
Diplomatic
Firm
Independent
Self-Willed
Obstinate
Unsystematic
Uninhibited
Arbitrary
Unbending
Compliance
11Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Natural and Adapted StyleReba's natural style of dealing with problems, people, pace of events and proceduresmay not always fit what the environment needs. This section will provide valuableinformation related to stress and the pressure to adapt to the environment.
Problems - Challenges
Natural Adapted
Reba tends to deal with problemsand challenges in a demanding,driving and self-willed manner. Sheis individualistic in her approach andactively seeks goals. Reba willattack problems and likes a positionwith authority and work that willconstantly challenge her to performup to her ability.
Reba sees no need to change herapproach to solving problems ordealing with challenges in herpresent environment.
People - Contacts
Natural Adapted
Reba feels that the convincing ofpeople can only be done within theframework of logical facts presentedby totally objective people ormachines. She rarely displaysemotion when attempting toinfluence others.
Reba sees no need to change herapproach to influencing others to herway of thinking. She sees her naturalstyle to be what the environment iscalling for.
Adapted Style
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12Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Natural and Adapted Style Continued
Pace - Consistency
Natural Adapted
Reba is deliberate and steady. Sheis willing to change, if the newdirection is meaningful andconsistent with the past. She willresist change for change's sake.
Reba wants an environment that isvariety-oriented. She feels a greatsense of urgency to get thingscompleted quickly. She is eager toaccept change and work on manyactivities.
Procedures - Constraints
Natural Adapted
Reba naturally is cautious andconcerned for quality. She likes tobe on a team that takes responsibilityfor the final product. She enjoysknowing the rules and can becomeupset when others fail to comply withthe rules.
Reba shows little discomfort whencomparing her basic (natural) style toher response to the environment(adapted) style. The difference is notsignificant and Reba sees little or noneed to change her response to theenvironment.
Adapted Style
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13Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Adapted StyleReba sees her present work environment requiring her to exhibit the behavior listed onthis page. If the following statements DO NOT sound job related, explore the reasonswhy she is adapting this behavior.
Projecting a limited display of emotion.
Acting without precedent, and able to respond to change in daily work.
Being sensitive to, but not necessarily controlled by, rules andprocedures.
Being precise in the collection of data.
Quickly responding to crisis and change, with a strong desire forimmediate results.
Accomplishing tasks without many people contacts.
Anticipating and solving problems.
Persistence in job completion.
Having the ability to see the "big picture" as well as the small pieces of thepuzzle.
Dealing with a wide variety of work activities.
Adapted Style
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14Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Time WastersThis section of your report is designed to identify time wasters that may impact youroverall time use effectiveness. Possible causes and solutions will serve as a basis forcreating an effective plan for maximizing your use of TIME and increasing yourPERFORMANCE.
Poor DelegationPoor delegation usually means the inability to discriminate between tasksneeding your time and attention, and those others are capable ofaccomplishing.
Possible Causes:
Do not want to give up control
Do not trust the abilities of others
Do not understand the abilities of others
Fear the talents of others
Do not want to overload others
Possible Solutions:
Train and mentor others
Develop a support team
Give people the opportunity to help
Recognize the time spent training others on routine tasks will result ingained cumulative time for higher priority tasks
FirefightingFirefighting is often defined as being pulled away from priority tasks to answerquestions, offer solutions, delegate or solve problem-related minor issues.These issues usually "flare up" quickly and are "put out" quickly.
Possible Causes:
Desire to solve problems quickly and sometimes without adequateinformation
Lack of delegation
Lack of standard operating procedures
Poor/wrong priorities
Adapted Style
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15Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Time Wasters Continued
Failure to fit intensity to the situation
Possible Solutions:
Establish a plan
Create operational procedures for tasks and known problems
Establish a "management by objectives" approach
Crisis ManagementCrisis Management is defined as a management style that is consistentlydriven by uncontrolled external issues as the preferred method of managing.This style allows crises to precipitate rather than anticipating them and beingpro-active.
Possible Causes:
Lack planning
Place unrealistic time requirements on people and tasks
Always looking for problems to solve
Possible Solutions:
Have a well defined operational plan
Target key individuals to handle specific problems
Ask for recommendations from key people
Delegate authority and responsibility when possible
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16Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Areas for ImprovementIn this area is a listing of possible limitations without regard to a specific job. Reviewwith Reba and cross out those limitations that do not apply. Highlight 1 to 3 limitationsthat are hindering her performance and develop an action plan to eliminate or reducethis hindrance.
Reba has a tendency to:
Lack tact and diplomacy as long as she gets the results she wants.
Overuse fear as a motivator by being overly demanding.
Set standards for herself and others so high that impossibility of thesituation is common place.
Have trouble delegating--can't wait, so does it herself.
Be argumentative--creates the devil's advocate position to its highestform--or wears down opposition.
Make "off the cuff" remarks that are often seen as personal prods.
Push and pull rather than motivate in directing people--motivates as ifeveryone has the same strengths that she has.
Adapted Style
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17Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Behavioral HierarchyThe Behavioral Hierarchy graph will display a ranking of your natural behavioral stylewithin a total of twelve (12) areas commonly encountered in the workplace. It will helpyou understand in which of these areas you will naturally be most effective.
1. Organized Workplace - Systems and procedures followed forsuccess.0 10 20 30 40 50 60 70 80 90 100
100
52*2. Analysis of Data - Information is maintained accurately for repeatedexamination as required.0 10 20 30 40 50 60 70 80 90 100
100
55*3. Competitiveness - Tenacity, boldness, assertiveness and a "will towin" in all situations.0 10 20 30 40 50 60 70 80 90 100
100
47*4. Follow Up and Follow Through - A need to be thorough.0 10 20 30 40 50 60 70 80 90 100
87
63*5. Urgency - Decisiveness, quick response and fast action.0 10 20 30 40 50 60 70 80 90 100
75
43*6. Consistency - The ability to do the job the same way.0 10 20 30 40 50 60 70 80 90 100
75
65*7. Following Policy - Complying with the policy or if no policy,complying with the way it has been done.0 10 20 30 40 50 60 70 80 90 100
75
69*
* 68% of the population falls within the shaded area.
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18Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Behavioral Hierarchy
8. Frequent Change - Moving easily from task to task or being askedto leave several tasks unfinished and easily move on to the new taskwith little or no notice.0 10 20 30 40 50 60 70 80 90 100
45
52*9. People Oriented - Spending a high percentage of time successfullyworking with a wide range of people from diverse backgrounds toachieve "win-win" outcomes.0 10 20 30 40 50 60 70 80 90 100
35
68*10. Versatility - Bringing together a multitude of talents and awillingness to adapt the talents to changing assignments as required.0 10 20 30 40 50 60 70 80 90 100
30
53*11. Customer Relations - A desire to convey your sincere interest inthem.0 10 20 30 40 50 60 70 80 90 100
28
66*12. Frequent Interaction with Others - Dealing with multipleinterruptions on a continual basis, always maintaining a friendlyinterface with others.0 10 20 30 40 50 60 70 80 90 100
10
62*
* 68% of the population falls within the shaded area.SIA: 93-04-32-75 (10) SIN: 94-06-56-81 (41)
Adapted Style
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Natural Style
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19Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Style Insights®
Graphs12-23-2015
Adapted Style
Graph I
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Norm 2015 R4
Natural Style
Graph II
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81%
Norm 2015 R4
T: 7:13
20Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
The Success Insights®
Wheel
The Success Insights® Wheel is a powerful tool popularized in Europe. In addition to the text youhave received about your behavioral style, the Wheel adds a visual representation that allows youto:
View your natural behavioral style (circle).
View your adapted behavioral style (star).
Note the degree you are adapting your behavior.
If you filled out the Work Environment Analysis, view the relationship of your behavior to yourjob.
Notice on the next page that your Natural style (circle) and your Adapted style (star) are plotted onthe Wheel. If they are plotted in different boxes, then you are adapting your behavior. The furtherthe two plotting points are from each other, the more you are adapting your behavior.
If you are part of a group or team who also took the behavioral assessment, it would beadvantageous to get together, using each person's Wheel, and make a master Wheel thatcontains each person's Natural and Adapted style. This allows you to quickly see where conflictcan occur. You will also be able to identify where communication, understanding andappreciation can be increased.
21Reba Rollins
Copyright © 1992-2015. Target Training International, Ltd.
The Success Insights®
Wheel12-23-2015
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IS
CCONDUCTO
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PROM
OTER
RELATER
SUPPORTER
CO
OR
DIN
AT
OR
ANALYZER
IMPLEMENTOR 1
2
3
45
6
7
8
9
10
11
12
13
14
15
1617
18
19
20
21
22
23
24
25
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27
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3233
34
35
36
37
38
39
40
4142
43
44
45
46
47
484950
51
52
53
54
55
56
57
5859
60
Natural: (41) CONDUCTING IMPLEMENTOR (ACROSS)
Adapted: (10) IMPLEMENTING CONDUCTOR
Norm 2015 R4
T: 7:13
22Reba Rollins
Copyright © 1992-2015. Target Training International, Ltd.
Understanding Your Driving ForcesEduard Spranger first defined six primary types or categories to define human motivation anddrive. These six types are Theoretical, Utilitarian, Aesthetic, Social, Individualistic and Traditional.
With TTISI's additional insights into Spranger's original work, the 12 Driving Forces™ came to life.The 12 Driving Forces are established by looking at each motivator on a continuum anddescribing both ends. All of the twelve descriptors are based on six keywords, one for eachcontinuum. The six keywords are Knowledge, Utility, Surroundings, Others, Power andMethodologies.
You will learn how to explain, clarify and amplify some of the driving forces in your life. This reportwill empower you to build on your unique strengths, which you bring to work and life. You willlearn how your passions from 12 Driving Forces frame your perspectives and provide the mostaccurate understanding of you as a unique person.
Please pay careful attention to your top four driving forces, as they highlight what most powerfullymoves you to action. As you examine the next tier of four driving forces, you'll recognize theymay have strong pull for you, but only in certain situations. Finally, when reviewing the bottomfour driving forces, you will identify your varying levels of indifference or total avoidance.
Once you have reviewed this report you will have a better grasp of one of the key areas in theScience of Self™ and will:
Identify and understand your unique Driving Forces
Understand and appreciate the Driving Forces of others
Establish methods to recognize and understand how your Driving Forces interact withothers to improve communication
23Reba Rollins
Copyright © 1990-2015. Target Training International, Ltd.
General CharacteristicsBased on your responses, the report has generated statements to provide a broadunderstanding of WHY YOU DO WHAT YOU DO. These statements identify themotivation that you bring to the job. However, you could have a potential Me-Meconflict when two driving forces seem to conflict with each other. Use the generalcharacteristics to gain a better understanding of your driving forces.
Reba is driven by a long list of wants and will work hard to achieve them.She is driven to be very diligent and resourceful. She is driven to maximizeopportunities in order to create financial flexibility. She will thrive in anenvironment filled with chaos. Reba will compartmentalize issues to keep themomentum moving forward. She can focus on the task at hand regardless ofher surroundings. She can buffer the feelings of others to drive business. Shesees the world as a toolset to accomplish her goals. Reba has a keen interestin formulating theories and asking questions to assist in problem solving. Shesees herself as an intellectual and will seek opportunities to bring newinformation to the organization. She may be able to pick and choose thetraditions to which she will adopt. She will evaluate each situation to determinehow much control to apply.
Reba has a strong desire to build resources for the future. She will focus oncreating processes to ensure efficiency going forward. She tends to see thingsin pieces. She won't get distracted by the form and beauty in her environment.Reba will help develop an individual if she sees opportunities for future return.She believes it's important to keep emotions out of business decisions. She willbe energized in any position in which advancement is based on continuouslearning. She sees value in consuming current information from many sources.Reba may gather elements from multiple systems to implement as needed.She may seek new ways to accomplish routine tasks. If Reba does not havestrong feelings about a situation she does not see the need to exert control. Incertain situations Reba may go to extremes to win or control the outcome.
24Reba Rollins
Copyright © 1990-2015. Target Training International, Ltd.
General Characteristics
Reba will create opportunities for others if she sees a greater return in thefuture. She will be creative when resources are scarce. She isolates personalissues to focus on professional productivity. She tends to concentrate on whatis tangible versus subjective feelings. Reba follows a philosophy of "it's notpersonal, it's just business." She will continue researching until all informationis discovered. She may overlook traditions or boundaries to complete a task.She may strive to maintain individuality in certain group settings.
25Reba Rollins
Copyright © 1990-2015. Target Training International, Ltd.
Primary Driving Forces ClusterYour top driving forces create a cluster of drivers that move you to action. If you focuson the cluster rather than a single driver you can create combinations of factors thatare very specific to you. The closer the scores are to each other the more you canpull from each driver. Think about the driver that you can relate to most and then seehow your other primary drivers can support or complement to create your uniquedriving force.
1. Resourceful - People who are driven by practical results, maximizing bothefficiency and returns for their investments of time, talent, energy andresources.0 10 20 30 40 50 60 70 80 90 100
83
44*
2. Objective - People who are driven by the functionality and objectivity of theirsurroundings.0 10 20 30 40 50 60 70 80 90 100
81
51*
3. Intentional - People who are driven to assist others for a specific purpose,not just for the sake of being helpful or supportive.0 10 20 30 40 50 60 70 80 90 100
78
51*
4. Intellectual - People who are driven by opportunities to learn, acquireknowledge and the discovery of truth.0 10 20 30 40 50 60 70 80 90 100
74
51*
Norm 2015
26Reba Rollins
Copyright © 1990-2015. Target Training International, Ltd.
Situational Driving Forces ClusterYour middle driving forces create a cluster of drivers that come in to play on asituational basis. While not as significant as your primary drivers, they can influenceyour actions in certain scenarios.
5. Receptive - People who are driven by new ideas, methods and opportunitiesthat fall outside a defined system for living.0 10 20 30 40 50 60 70 80 90 100
42
44*
6. Commanding - People who are driven by status, recognition and controlover personal freedom.0 10 20 30 40 50 60 70 80 90 100
40
49*
7. Collaborative - People who are driven by being in a supporting role andcontributing with little need for individual recognition.0 10 20 30 40 50 60 70 80 90 100
39
35*
8. Structured - People who are driven by traditional approaches, provenmethods and a defined system for living.0 10 20 30 40 50 60 70 80 90 100
39
39*
Norm 2015
27Reba Rollins
Copyright © 1990-2015. Target Training International, Ltd.
Indifferent Driving Forces ClusterYou may feel indifferent toward some or all of the drivers in this cluster. However, theremaining factors may cause an adverse reaction when interacting with people whohave one or more of these as a primary driving force.
9. Instinctive - People who are driven by utilizing past experiences, intuitionand seeking specific knowledge when necessary.0 10 20 30 40 50 60 70 80 90 100
11
29*
10. Harmonious - People who are driven by the experience, subjectiveviewpoints and balance in their surroundings.0 10 20 30 40 50 60 70 80 90 100
8
33*
11. Altruistic - People who are driven to assist others for the satisfaction ofbeing helpful or supportive.0 10 20 30 40 50 60 70 80 90 100
6
33*
12. Selfless - People who are driven by completing tasks for the greater good,with little expectation of personal return.0 10 20 30 40 50 60 70 80 90 100
0
39*
Norm 2015
28Reba Rollins
Copyright © 1990-2015. Target Training International, Ltd.
Areas for AwarenessFor years you have heard statements like, "Different strokes for different folks," "to each his own," and"people do things for their own reasons, not yours." When you are surrounded by people who sharesimilar driving forces, you will fit in with the group and be energized. However, when surrounded bypeople whose driving forces are significantly different from yours, you may be perceived as out of themainstream. These differences can induce stress or conflict.
This section reveals areas where your driving forces may be outside the mainstream and could lead toconflict. The further above the mean and outside the mainstream you are, the more people will noticeyour passion about that driving force. The further below the mean and outside the mainstream youare, the more people will notice your avoidance or indifference regarding that driving force. Theshaded area for each driving force represents 68 percent of the population or scores that fall withinone standard deviation above or below the national mean.
Norms & Comparisons Table - Norm 2015
Intellectual Passionate
Instinctive Mainstream
Resourceful Passionate
Selfless Indifferent
Harmonious Indifferent
Objective Passionate
Altruistic Indifferent
Intentional Passionate
Commanding Mainstream
Collaborative Mainstream
Structured Mainstream
Receptive Mainstream
- 1st Standard Deviation - * 68% of the population falls within the shaded area. - national mean - your score - 2nd Standard Deviation - 3rd Standard Deviation
Mainstream - one standard deviation of the national meanPassionate - two standard deviations above the national meanIndifferent - two standard deviations below the national meanExtreme - three standard deviations from the national mean
29Reba Rollins
Copyright © 1990-2015. Target Training International, Ltd.
Driving Forces Graph
100 75 50 25 0 25 50 75 100Knowledge
11 74
IntellectualInstinctive
100 75 50 25 0 25 50 75 100Utility
0 83
ResourcefulSelfless
100 75 50 25 0 25 50 75 100Surroundings
81 8
HarmoniousObjective
100 75 50 25 0 25 50 75 100Others
78 6
AltruisticIntentional
100 75 50 25 0 25 50 75 100Power
39 40
CommandingCollaborative
100 75 50 25 0 25 50 75 100Methodologies
42 39
StructuredReceptive
- Denotes Primary Driving Force
T: 5:09
30Reba Rollins
Copyright © 1990-2015. Target Training International, Ltd.
Driving Forces Wheel
THE - 74
Intellectual
UTI - 83
ResourcefulA
ES
- 8H
armonio
us
SO
C -
6
Alt
ruis
tic
IND -
40
Comm
andi
ng
TRA - 39
Structured
THE - 11Instinctive
UTI - 0Selfless
AE
S - 81
Ob
jective
SO
C -
78
Inte
ntio
nal
IND -
39
Colla
borativ
e TRA - 42
Receptive
T: 5:09
31Reba Rollins
Copyright © 1990-2015. Target Training International, Ltd.
Descriptors Wheel
Primary
Intellectual
Prim
ary
ResourcefulIndifferent
Harm
onio
us
Indi
ffer
ent
Alt
ruis
tic
Situatio
nal
Comm
andi
ng
Situational
Structured
Indifferent
Instinctive
Indifferent
Selfless
Prim
ary
Ob
jective
Pri
mar
y
Inte
ntio
nal
Situ
atio
nal
Colla
bora
tive
Situational
Receptive
Knowledge
Discovery
Identifying Truth
Return on Investment
Practical Results
Efficiency
Subjective
Balance
The Experience
Ser
ving
Oth
ers
Com
pass
ion
Car
ing
Sta
tus
Recogn
ition
Individu
ality
Ideology
Proven Methods
Structure
Relevant KnowledgeIntuitionCurrent Needs
Accomplishment
Willing
Accom
modating
Function
Com
partmentalization
Detachm
ent
Opp
ortu
nity
Sel
f Int
eres
ts
Per
sona
l Ben
efit
Suppo
rting
Coope
ratio
n
Sha
ring
New MethodsOptionsPossibilites
T: 5:09
32Reba Rollins
Copyright © 1990-2015. Target Training International, Ltd.
Introduction Integrating Behaviors and Driving Forces Section
The ultimate power behind increasing job satisfaction and performance comes from the blendingof your behaviors and driving forces. Each individually is powerful in order to modify your actions,but the synergy of blending the two moves you to a whole new level.
In this section you will find:
Potential Behavioral and Motivational Strengths
Potential Behavioral and Motivational Conflict
Ideal Environment
Keys to Motivating
Keys to Managing
33Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Potential Behavioral and MotivationalStrengthsThis section describes the potential areas of strengths between Reba's behavioralstyle and top four driving forces. Identify two to three potential strengths that need tobe maximized and rewarded in order to enhance on-the-job satisfaction.
Very resourceful in solving problems.
Wants to maximize time and resources now, as opposed to later.
Has an entrepreneurial mindset.
Initiates action to stir up activity.
Will do what she commits to, to ensure function.
Will initiate action even during chaos.
Will champion a worthy cause, as a challenge, if they see a potentialreturn.
Tough but fair when others are willing to work hard.
Goal focused when assessing how others can help.
Demonstrates a forward-looking approach to old questions.
Initiates action to get questions answered.
Uses knowledge to support her position.
34Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Potential Behavioral and MotivationalConflictThis section describes the potential areas of conflict between Reba's behavioral styleand top four driving forces. Identify two to three potential conflicts that need to beminimized in order to enhance on-the-job performance.
May offend others with too much discussion of results.
May take high risk for high reward too often.
May make a quick decision that results in a bad investment and/or wastedtime.
Will only see her objectives in the here and now.
The need for function and results could overpower the balance in theorganization.
Will want function and results immediately.
May try to utilize many people to obtain results.
May set standards too high that causes others to fall short.
May over focus on results and over look others.
Impatient when gathering information.
Ability to communicate knowledge in a tactful way will be hindered whenfrustrated with the knowledge level of others.
When confronted with a major decision, she will want the facts beforedeciding but may make the decision anyway.
35Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Ideal EnvironmentPeople are more engaged and productive when their work environment matches thestatements described in this section. This section identifies the ideal workenvironment based on Reba's behavioral style and top four driving forces. Use thissection to identify specific duties and responsibilities that Reba enjoys.
Rewards based-on challenging the status quo resulting in a return to theorganization including personal gain.
Having economic, competitive and challenging incentives.
An environment where direct, bottom-line efforts are appreciated.
Fast-paced chaotic activity based situations.
Freedom to focus on the functionality over the appearance.
An environment where keeping the momentum moving is critical andrewarded.
A forum to champion the needs and desires of others who are willing towork for common results.
A results-driven environment where people are respected for what theycan provide.
Ability to utilize own strengths to achieve results.
The ability to be direct and pointed with the discovery of all informationrelated to the problem.
Ability to be an independent thinker.
New and challenging theoretical-based questions or projects.
36Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Keys to MotivatingAll people are different and motivated in various ways. This section of the report wasproduced by analyzing Reba's driving forces. Review each statement produced in thissection with Reba and highlight those that are present "wants."
Reba wants:
Focus on results and rewards, not the process or journey.
Opportunities for achieving things faster and of more value.
Freedom to get desired results and improve efficiency.
The understanding from management that working and focusing ontangible results is the desired outcome.
Things done quickly and to the highest level of functionality.
The freedom to compartmentalize issues when solving problems.
Opportunities to accomplish solutions to problems that relate to her vision.
Recognition for driving business and being a catalyst for changing theworld.
To get results by incorporating the abilities of others.
Complete information in bulleted format for her own investigation.
Challenging problems where her knowledge and research capabilities canbe maximized.
All possible information at her fingertips in order to conquer challenges.
37Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Keys to ManagingThis section disscusses the needs which must be met in order for Reba to perform atan optimum level. Some needs can be met by herself, while management mustprovide for others. It is difficult for a person to enter a motivational environment whenthat person's basic management needs have not been fulfilled. Review the list withReba and identify 3 or 4 statements that are most important to her. This allows Rebato participate in forming her own personal management plan.
Reba needs:
To understand that not all people are driven by return and challenges.
To assess the risk and rewards of each decision.
To understand that people who do not move at her pace may still offervalue and a return on investment.
To compartmentalize activities in order to accomplish the objectives.
To set clear expectations for the team in order to obtain tangible results.
To understand the optimal pace of each team member in order to helpmaintain momentum.
To be given power and authority to achieve results through people.
Help to understand how managing her intensity can align others to herobjectives.
To understand desire to win or achieve may cause people to be seen astools.
To understand that all battles cannot be conquered through assertivenessand expression of knowledge.
To exhibit patience for those still learning what she is already an expert in.
To be able to seek out new ways to achieve desired results.
38Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Action Plan
Professional Development
1. I learned the following behaviors contribute positively to increasing my professionaleffectiveness: (list 1-3)
2. My report uncovered the following behaviors I need to modify or adjust to make me moreeffective in my career: (list 1-3)
3. When I make changes to these behaviors, they will have the following impact on my career:
4. I will make the following changes to my behavior, and I will implement them by ____________:
39Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
Action Plan
Personal Development
1. When reviewing my report for personal development, I learned the following key behaviorscontribute to reaching my goals and the quality of life I desire: (list 1-3)
2. The following behaviors were revealed, which show room for improvement to enhance thequality of my life: (list 1-3)
3. When I make changes to these behaviors, I will experience the following benefits in my qualityof life:
4. I will make the following changes to my behavior, and I will implement them by ____________:
40Reba Rollins
Copyright © 1984-2015. Target Training International, Ltd.
