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Copyright The SellingPoints Group, Inc.© 2007-2009 All Rights Reserved

Dave Eisley
Questionnaire received 6/28/10

Sales
POWER MapTM

and Communication Style Analysis

Peter Bruening
The SellingPoints Group, Inc. www.SellingPointsGroup.com
724-457-6070 111 Elmhurst Drive, Moon Twp, PA 15108

To purchase The Power Guide to Supportive Selling online: www.spgi.biz
Pg. 1

Dave Eisley
6/28/10
Sales POWER MapTM
Skill 2: POWER Dev
Interviewing Level Opp

Skill 1: POWER Dev
Prospecting Level Opp

Skills POWER Dev
Development Level Opp

Sales POWER Dev
Process Level Opp

Sales POWER Dev
Attitude Level Opp

Current Power Opportunity for
POWER = Dev = Power Development
Level Level Opp

Power Analysis section
- Skill areas are scored in relation to each other, and listed in descending order of strength -
POWER SOURCES (Congratulations! These are your specific areas of strength)
1 - Your highest score, and your greatest source of sales power:
INTERVIEWING SKILL - Interviewing & questioning skills are at the heart of sales success.
2 - Your 2nd highest score, and also a source of sales power for you:
SALES PROCESS - Consistent sales results depend on using a consistent & effective process.
3 - Your 3rd highest score:
SALES ATTITUDE - Passion toward sales provides ongoing motivation.
DEVELOPMENT AREAS (These should be your primary areas of development focus)
4 - Your 2nd greatest opportunity for increased sales power:
PROSPECTING SKILL - Continually prospecting for new business is critical for sales power.
5 - Your greatest opportunity for increased sales power relative to all of your scores:
ONGOING SKILL DEVELOPMENT - Sales is a learned skill. Top earners are lifelong learners.
Peter Bruening

Pg. 2


Sales POWER Map Score Interpretations*
SALES ATTITUDE
When this score is high, the person is likely to be someone who believes that sales is a good way for them to earn a living, and
likes to be in a sales role. They have a passion for approaching sales as not only a good way to earn money, but also a way to
assist others in solving problems. They also likely believe that sales is an honorable profession.
When this score is low, the person may perceive sales as a stepping stone to something better, or may view sales as something
they only do out of necessity. They likely do not desire to be in sales, and would rather do something else.
SALES PROCESS
When this score is high, the person is likely to understand the value of implementing an organized and disciplined daily
approach to sales. They are probably going to be willing engage in activities such using a contact management system,
providing sales reports to management, and organizing & scheduling their prospecting and other selling activities. They likely
understand that time management and activity management are critical to high levels of sales success.
When this score is low, the person may resist tools and techniques that are designed to improve their time management,
organization, and self-discipline. They may feel that needing and using these types of tools is beneath them. They may also
resist management requirements to gain insight into their selling activities through efforts such as call reporting and regular
sales meetings, because they believe that these activities are an imposition, and do not help their sales efforts.
Skill 1: PROSPECTING
When this score is high, the person is likely to understand the importance of prospecting to the end objective of sales success.
If the person is willing to act on this understanding, they have the capability to perform well in the prospecting phase of their
sales cycle, and should be able to learn how to effectively deal with the challenge of keeping their sales pipeline full of
potential sales.
When this score is low, the person may experience a challenge in engaging in the prospecting activities that are necessary to
build a strong sales territory. They may be resistant to learning and doing some of these activities. In particular, they may
resist efforts to learn and engage in cold prospecting methods, such as cold phone calls and walk-ins.
Skill 2: INTERVIEWING
When this score is high, the person is likely to be well-suited to a relationship sales approach. They are probably good at
asking a lot of open ended questions, and spending the time to develop good relationships with customers, prospects and
referral partners. They understand the strong CLOSING performance is a function of strong interviewing skills.
When this score is low, the person may experience challenges in learning how to take the appropriate time, and using the
appropriate questioning techniques, to implement a relationship sales approach. They may be better suited for a quick-sale
industry, where there is limited customer contact after the sale.
ONGOING SKILLS DEVELOPMENT
When this score is high, the person is likely to understand that, regardless of personal talents and personality traits, the ability to
sell is a learned skill. This person is likely to be willing to engage in activities that support their ongoing learning, such as
reading books, listening to audio programs, participating in training programs, and holding themselves to a standard of ongoing
learning and development.
When this score is low, the person may believe that they have a limited ability to improve on their natural sales abilities. They
may resist, or may not get the maximum benefit, out of these programs and activities because they do not fully believe in their
worth and effectiveness.

* These are generalized interpretations of the potential range of scores in each category. While they are accurate in
relation to the broad range of sales people and aspiring sales people who submit POWER Map questionnaires, each
individual s profile must be examined in detail to identify patterns and tendencies that are unique to that person.

Peter Bruening

Pg. 3

Dave Eisley
6/28/10

While the previous page shows your scores in relation to each other, this page
shows them in relation to the scores of the Top Performer control group.

INTERPRETATION:
This analysis provides a comparison of your scores to a composite view of the Top Level
Performers scores that were used as the control group to calibrate the Sales POWER
MapTM system. This information, along with the information on the prior page, allows you
to prioritize your development areas for your continued growth as a Master Sales
Professional.
Your score compared to
Sales POWER Category the Top Level Performers Sales Power Development
Composite Score Suggestions
(Listed in descending (+ scores indicate score in
order of strength) the top performer range)

Sales Skill: Interviewing + 2.0 Based upon these scores, in order
to maximize the return on your
Sales Process + 1.7 efforts, future sales skill
development should be focused
on the following 3 areas:
Sales Attitude + 1.9
1. Actively pursuing ongoing
Sales Skill: Prospecting + 0.9 learning in all steps of the sales
cycle
Overall Skill Development + 0.4
2. Further developing prospecting
NOTE: Scores show a comparison of your profile to the
ideal composite profile of the Top Sales Performer habits & skills
control group. Negative scores are expected, and are not a
cause for concern or alarm. They simply indicate 3. Maintaining a consistent sales
suggested areas of focus. The assessment is designed to attitude of passion & motivation
show your scores as negative number comparisons to this
perfect composite.

Peter Bruening

Pg. 4

Dave Eisley
6/28/10

Communication Style Analysis
HI Relater / Listener Socializer/Performer

Dave
Natural Default
= Communication
Expressiveness

Style
Emotion &

Inner Square
= (Moderate
Positions)

Observer/Analyzer Director / Driver
LO
LO HI
Influence & Attention

Communication Style Analysis section
Natural Default Communication Style (Your tendencies & strengths)
Socializer/Performer: Acts on emotional insights; Sees the big-picture; Quick to act (especially if they
see that it will help them achieve their ideas).

Communication Style Adjustment opportunities
(You can learn to make the following communication style adjustments, in ascending order of difficulty)
Relater/Listener: Values close working relationships; Does not want a lot of technical detail; Wants
personal touch.
Director/Driver: Motivated by facts (but doesn t want too many); Relatively quick to make
decisions (especially if they see a bottom-line impact).
Observer/Analyzer: Prefers detailed presentations, accuracy & thoroughness; Takes time in making
decisions.
Communication Style comments
The Communication Style assessment is a quick self-impression of a person s style in a generic situation. An
individual s communication style is situational, and with practice can be adjusted at will. This ability to adjust can
be a powerful tool in effective communication and sales. This person indicates a tendency toward HIGH
Expressiveness & Openness, and HIGH Desire for Control & Attention.
IMPORTANT NOTE : There is not a correct communication style. Each has it s strengths & potential drawbacks.
Sales Power is created by learning to read others style, and to adjust one s own style situationally.

Peter Bruening
---------------------------------------------------------------------------------------------------------------------------------
To view a short Sales Training Video, please visit: www.pkbtraining.com
To purchase The Power Guide to Supportive Selling online: www.spgi.biz Pg. 5

Dave Eisley
6/28/10

Recommendation Overview
Congratulations on joining the hundreds of sales professionals who have taken the time to
complete the Sales POWER Map questionnaire! This, alone, sets you apart as a person
with goals, and an interest toward self-development.
In order to continue your growth & advancement towards reaching your full potential as a
Master Sales Professional, and to develop your greatest level of Sales Power, it is
recommended that you leverage a variety of learning tools (books, audio programs, training
& coaching, for example) in the following specific areas.
Each of these development components relates to one of the three measurement areas on
the preceding pages of this report. Pay particular attention to components that appear in
both sections I and II.
I. Comparison of your Sales POWER Map Scores to each other (from page 2)

1st FOCUS AREA: Ongoing Overall Skill Development
Engage in balanced activities that will strengthen your full range of sales skills on an ongoing basis.

2nd FOCUS AREA: Prospecting Skill
Engage in activities to strengthen & develop prospecting & appointment setting skills.

II. Comparison of your Scores to Composite Top Performer scores (from page 4)

1st FOCUS AREA: Ongoing Overall Skill Development
See above in Section I.

2nd FOCUS AREA: Prospecting Skill
See above in Section I.

3rd FOCUS AREA: Sales Attitude
Engage in activities that will help you create and maintain an attitude of passion toward sales.

III. Communication Style (from page 5)

DEVELOP THE FLEXIBILITY TO MAKE THE FOLLOWING ADJUSTMENTS:

1. Situationally decrease your level of Expressiveness at will
2. Situationally decrease your level of Desire for Control & Attention at will

NOTE: Do NOT try to make permanent changes to your natural style. Simply develop flexibility
so that you can be most effective when communicating with others in all four Communication Style
quadrants.
Peter Bruening

Pg. 6


Suggested Actions Additional Information
The following are some suggested actions can & should be taken by everyone who aspires to reach & maintain the
level of Master Sales Professional. These actions are organized into the five Sales POWER Map categories. Start
with the areas that have been outlined for you in your Recommendation Overview on page 6, then expand your
actions into all five areas. Continually search for new actions that you can add in each of the five areas.

1. SALES ATTITUDE
Read and reread The Power of Positive Thinking by Norman Vincent Peale, You Can If You Think You
Can by Norman Vincent Peal, and The Greatest Salesman in the World by Og Mandino
Spend time writing out your life Vision. This is an outline of what your ideal life looks like. Then ensure
that you make a specific connection, also in writing, between how the achievement of your Sales
actions & results are necessary for you to be able to specifically achieve your Vision.
2. SALES PROCESS
Visit www.SellingPointsGroup.com and download The Lucky Seven Secrets to Supercharged Sales.
Visit www.SellingPointsGroup.com and view the Sales Training video.
3. PROSPECTING SKILL
Read and reread Take the Cold Out of Cold Calling by Sam Richter, and Cold Calling Techniques:
(That Really Work!) by Stephan Schiffman
Create a script you will use to make prospecting phone calls (warm & cold) and practice using and
updating it continually until it is completely natural and comfortable.
4. INTERVIEWING SKILL
Read and reread How to Win Friends and Influence People by Dale Carnegie.
Write out 3 Key prospect interview questions that you will always ask to learn about the prospect s
personal background, and 3 Key questions that you will always ask about the prospects business
situation. These will form the core of your interview. Practice using and updating these questions
continually.
5. OVERALL SKILL DEVELOPMENT
Make a personal commitment to learn something new about sales every day.
Do all of the above actions in areas 1 through 4
Read a sales or personal development book at least every month
Listen to a sales or personal development audio program in your car for at least 1 hour per week
Some Additional Resources Available from The SellingPoints Group, Inc:
Local and Remote Training & Coaching Programs (email pbruening@SellingPointsGroup.com for
information).
The Power Guide to Supportive Selling Printed book and Audio CD (available for purchase on
www.SellingPointsGroup.com).
The SellingPoints sales blog Visit, read & make comments at www.SellingPoints.wordpress.com.

Peter Bruening

Pg. 7


These are some Questions we re Frequently Asked

Why should I consider sales coaching & training for my organization?
Companies may have a variety of reasons for looking at bringing in an outside sales consulting resource. But the one
constant driver is that they are asking themselves this question: What actions can I take to increase my sales revenue
& grow my customer base? Sales coaching & training are often a key part of their strategy to accomplish these two
objectives.
I already know how to sell, so why would I use sales coaching & training?
Our clients are lifelong learners. Tiger Woods knows how to play golf yet, he has a coach. The NFL is filled with men
who know how to play football yet they spend considerable time training. Concert pianists know how to play the piano
yet they practice and train every day. Excellent sales professionals know that to be the best, and to stay there, coaching &
training are an invaluable tool.
I have someone who manages our sales force. Why would I bring someone else in?
Sales coaching & training services are not intended to replace anything that is in place to support an organization s sales
efforts. It is meant to be an additional tool to assist in these efforts. When there is a sales manager in place, he or she will
work closely with the sales coach or trainer in a team effort.
What kinds of companies benefit from sales coaching & training?
The sales training industry is a $7.2 billion per year industry in the U.S. Companies ranging in size from single
proprietorships to the Fortune 50, and across all product and service industry segments, factor into this number. Desire to
increase revenues & grow customer base, not company size or industry, are the common characteristic behind the
companies that benefit from the services of this industry.
What kinds of people benefit from sales coaching & training?
While a significant portion of the services provided by sales coaching & training companies are focused on sales people,
there is a growing component of the industry that is reaching beyond this traditional area. Forward-thinking companies are
bringing in sales coaching & training companies to work with anyone who has customer contact in their jobs. The word
sales no longer refers to just the act of locating prospects and turning them into customers. Companies with a true
Sales Culture now realize that sales equals service, and that it is important to provide consistent coaching & training
across the entire organization.
What industries does SellingPoints specialize in?
The SellingPoints Group, Inc. does not specialize in a particular industry. While a significant portion of Peter Bruening s
background is in the information technology industry he got his start in sales at IBM our philosophy is that world class
sales practices can be found in and applied to all industries.
Our clients come from more than 30 different industries, including the following:
Attorneys / Legal Services Banking & Credit Unions Cable Television Advertising
Commercial Mailing Services Commercial Printing Computer Networking Services
Disaster Restoration Graphic Design Document Services & Shipping
Education & Tutoring HVAC Floral & Wholesale Floral
Healthcare Management Magazine Advertising Investments & Financial Management
Limousine Service Mortgage Lending Manufacturing
Marketing Consulting & Services Physicians Offices Newspaper Advertising
Packaging Distribution Public Accounting Personal Care Products & Distribution
Professional Concierge Services Software Development Restaurant Management
Security Systems & Service Storage Facilities Supplemental Insurance
Sports Center Management Title Settlement Services Web Design & Hosting Services

What kinds of services and programs does SellingPoints offer?
The SellingPoints Group, Inc. offers a range of services designed to inform, teach and change behavior. These services
include Public Speaking, Seminars, Workshops and Coaching. Each session we provide is customized for the client s
specific needs and objectives.
What kinds of results can I expect?
There are numerous examples of the results we have facilitated with our clients, depending on their initial objectives when
we began working with them. Some of the results we ve enabled include: doubling the success rate in setting
appointments with prospects; increasing annual revenue by as much as $1 million; creating a leadership coaching system
that is used internally by sales managers to coach and develop their sales force; and more. We work with each client to
determine what business growth objectives are most important to you, then we create a set of options to accomplish these
objectives.
The SellingPoints Group, Inc. www.SellingPointsGroup.com pbruening@spgi.biz 724-457-6070 Pg. 8

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