A Foundation to Achieve Higher Performance
MarTechSM is pleased to bring you Managing For Success
a highly recognized and extremely accurate series of behavioral profiles designed
to bring about a greater self-understanding that will benefit you both personally
and professionally.
Managing For Success®technology merges sophisticated behavior analysis
with computer software operations to provide you with unique personal insights.
Each comprehensive report will help you discover qualities about yourself that could
be the key to opening new doors of opportunity. You will be able to better understand
your work and/or management style to build the foundation to achieve higher performance.
Understanding DISC Terminology
All of our reports are based on DISC universal language. Here are a few descriptors
to help you understand DISC terminology:
"D" people are forceful, direct and results-oriented;
"I" people are optimistic, fun and talkative;
"S" people are steady, patient and relaxed; and
"C" people are precise, accurate and detail-oriented.
Please note few people have only one behavior trait. Most people
have characteristics of two or three of the behaviors; however, one behavior seems
to be the strongest.
Determining the Best Managing for Success®
Report
MFS® SALES - Recommended
for Active MAPSTM Sales Producers
Geared specifically towards salespeople, MFS® Sales takes into account
the crucial differences between salespeople and other groups of employees. It provides
the sales manager with information on an individual's style of selling, overcoming
objections, closing and servicing accounts. MFS® Sales can be easily
incorporated into any sales training program or used as a coaching tool.
MFS® EMPLOYEE-MANAGERTM
-- Recommended for MAPSTM Coordinators
TTI's most popular report, this program enables employees and managers to learn
more about each other in 15 minutes than they could working together for an entire
year. It is used successfully to get new employees off to a fast start, revitalize
present employees, improve communication and morale, and build sound employee-manager
relationships.
MFS® EXECUTIVE- Recommended for MAPSTM Managers or Sales Managers
The job of being an executive is different from other jobs because of the many hats
that most executives wear. The MFS® Executive report provides the
right information for any executive to understand their management style and thereby
assist them in adapting their behavior to the situation.
How to Use the Managing for Success®
Reports
Behavioral research suggests that the most effective people are those who understand
themselves and those around them. This understanding of personal strengths and weaknesses,
coupled with the ability to identify and understand the strengths and weaknesses
of others, allows you to develop strategies to meet the demands of life.
One of the "secrets" of the MFS® system is that the scientific research
shows behavioral characteristics can be grouped together. Your responses identify
you as belonging to a particular behavioral style. People of similar styles tend
to exhibit specific types of behavior common to that style. The knowledge of the
behaviors generally found within a certain style allows us to say much more about
you than you might expect from such a short test.
Many behavioral and psychological tests are much longer and more complex than MFS®
and are, therefore, able to provide more information. The reason why MFS®
is so widely used in preference to other tests is that it provides the largest volume
of accurate information obtainable from a short, simple instrument.
Is the information derived from the use of the system 100% true? Yes, no and maybe.
It only measures behavior. When you test yourself using the DISC system, you will
discover patterns in your behavior that you may instantly recognize as true. In
some cases, you may feel that some of the statements we make about a particular
style do not hold true for you, although your test responses show you to be of that
style.
You may be right. But, before disregarding the statement, we urge you to examine
your conscience and check with a friend or fellow athlete to see if the statement
which initially struck you as inaccurate, may, in fact, point to a blind spot in
your behavior. The personal profile, which you will derive from testing yourself
with the Managing for Success instrument, will indicate not only your actual behavior
but also your tendencies. A person may have a tendency to behave in a certain way
but has learned to control it or overcome it. Likewise, people's values affect the
way they act. Sometimes, strongly held values and beliefs coming from a person's
upbringing, religious training or life experience will override that person's natural
behavioral tendencies.
The Managing for Success test does not measure values. It simply shows what a person's
behavior will tend to be like if not modified by some other influence. Our research,
however, indicates that people will act in accordance with their basic, natural
behavior patterns 85-90% of the time. Thus, the system has a high degree of validity.
Managing For Success® Sales Strategy
IndexTM
Profile For Producers
The Sales Strategy IndexTM, or SSI
for short, is an objective analysis of a producer's knowledge of prospecting, trust
and rapport building, qualifying and needs profiling, the presentation, influencing
and closing the sale. The SSI presents 54 different "real life" sales situations
- all in a simple, non-threatening format. Within each selling situation, the producer
is to call upon his or her sales experience to evaluate and rank (from best to worst)
the four potential response options.
How to use the Sales Strategy IndexTM
Reports
The Sales Strategy IndexTM is an objective analysis
of an individual's understanding of the strategies required to sell successfully
in any sales environment. It essentially answers the question, "Can this person
sell?" Like any profession, selling has a body of knowledge related to its successful
execution. It is this knowledge that the Sales Strategy IndexTM
measures.Although dealing with the issue of whether a person can or cannot sell
is an essential component in predicting or improving sales success, it is certainly
not the only one required for optimum sales performance. Behavior, attitude and
personal interests and values are other areas to consider.Understanding effective
sales strategy can help lead you to success as long as you can implement it. However,
just knowing it is not enough, you must utilize what you know.
Please share these reports with your producers. Allow them time to read and absorb
the information contained within. Then come together and discuss the information
provided in the reports. If there are areas individuals disagree with, allow them
to cross out that information. The reports can be an effective tool for you to open
communication with your sales team.
