How Do They Learn?

GMA or General Mental Ability is considered an important predictor of job success, particularly in selling. The LSS or Learning Style Survey is a companion assessment with the CTS Sales Profile. It is often given in conjunction with the CTS to prospective sales or recruiting candidates. The LSS serves as a good measurement of a candidate or current employee’s Learning Style: How quickly they learn, and with what accuracy. This is important in many sales areas, particularly where a lot of training is required and where sales reps have to master complex processes. It is also a good aid for candidates preparing for licensing exams.


Most assessment-takers take both the CTS and the LSS bundled together. But they can be given separately. The LSS has its own report set.

The Learning Style Survey (LSS) Is a Unique Choice on Your Dashboard

The LSS has already proven itself in predicting sales and recruiting success. It also assists team coaches in finding the right coaching methodology for new recruits.

On your CTS dashboard, the Learning Style Survey Report appears as a choice, provided your organization has turned the LSS function on. It does require another 20-30 minutes for the assessment-taker to complete.  Some organizations opt to give the CTS first and the LSS later, at another stage of the process.  At the present, there is no additional cost for the LSS, so it is recommended that you use it. But you can configure how and when to send it.


Accuracy and response time are measured in the LSS assessment. The grid plots the candidate score against the average scores of salespeople across the nation who have taken the survey. The middle axes represent average scores.

The Learning Style Survey Report Grid

Much like the Sales Style and Personality Style reports on the CTS, the LSS gives you a grid. The two axes are: Speed and Accuracy. Even though this assessment is not timed (the taker can use as much time as they wish), the time taken is still measured.  Unlike other well-known GMA assessments, the LSS does NOT pressure the taker with a stopwatch. This gives you a much truer picture of how long a candidate thinks about a question and the amount of care they put into their answer.

The results of the LSS have been scientifically measured against sales teams nationwide and the report gives you a midpoint in both speed and accuracy areas plotted against the national averages. In addition, it shows you the actual time taken to answer each question, on the average; as well as the number of questions answered correctly.   The questions test primarily verbal, cognitive and problem solving skills.


The unique learning style of each person can get individualized coaching.

The Learning Style Survey Report

There is no “Pass” or “Fail” with the LSS. Each person has their own unique style of learning. Some people are more detailed and careful, while others are more hurried. Some people are both, while others are extremely methodical.

Certain styles are more helpful than others for a number of positions in sales or recruiting. It is important for a team to understand each other and for each member to get the maximum benefit from the training, coaching and mentoring that the organization provides. The LLS is a critical tool to help sales and recruiting cultures succeed in this vital team-building effort.

Ready to make better hires?