- Deadline-Motivation (DM): Measures the amount of drive and focus on achieving time-dependent outcomes or the accomplishment of incremental steps in well-defined processes without an intense focus on timing.
- Independent Spirit (IS): Measures an individual’s need for control and independent decision making vs. a desire to collaborate and participate as a team player.
- Assertiveness (As): Measures a rep’s ability to assert themselves socially where necessary — or reluctance to assert themselves — with coworkers, customers, prospects, and others. This applies particularly to dealing with sensitive issues and/or telling others what to do next.
- Recognition Drive (RD): Measures an individual’s need for acknowledgment by others (public recognition) vs. a desire to remain alone and receive private and more personal recognition.
- Analytical (An): Measures how individuals gather, interpret, and apply information in making decisions, whether by detail analysis or by intuition and experience.
- Self-Promotion (SP): Measures the motivation to manage impressions left on others by focusing on personal strengths and downplaying personal weaknesses. The opposite end of the range indicates personal openness, authenticity, and receptivity to coaching and constructive criticism.
- Compassion (Cp): Measures an individual’s desire to nurture and care for others and the
motivation to serve. The other end of the range indicates a desire to remain somewhat distant from others and focus more on being “on task” and “on time.”
- Belief in Others (BO): Measures an individual’s skepticism or trust in customers, fellow
employees, and ‘management’. Those scoring low tend to be more guarded and skeptical (in workplace interactions) vs. remaining open and trusting and expecting the best in others.
- Optimism (Op): Measures a person’s attitude toward setbacks during the process of trying to achieve goals. Those scoring higher believe that each setback is a learning opportunity. Those scoring lower tend to see problems more as obstacles to achievement.