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. Often, it is given in conjunction with the CTS to prospective sales or recruiting candidates. It 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 is one of our newer assessments and has already proven itself very well in both predicting sales and recruiting success as well as helping team coaches find the best fit for new hires.

When you look at the reports on your dashboard, you’ll see the Learning Style Survey Report as a choice, provided your organization has turned the LSS function on. It is optional, in that 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 you send it in your panel.

Since it is a newer assessment, it is also available at no cost to give previous assessment takers, if they have CTS reports on your panel.


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

The Learning Style Survey Report Also Contains A Grid

Much like the Sales Style and Personality Style reports on the CTS, the LSS gives you a grid. The two axes of this grid are: Speed and Accuracy. Even though there is not a time limit on this assessment (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 average; as well as the number of questions answered correctly.   The questions test primarily verbal, cognitive and problem solving skills.


The key to great coaching and mentoring (as well as great recruiting) is to see how the unique talents of each person fit them for a particular job and team. We helkp you with constructive tips on the strengths of each learning style and secondary style.

The Learning Style Survey Report Emphasizes Strong and Weak Points Of Each Style

There is no “Pass” or “Fail” with the LSS. Each person has their own unique way of learning. Some are more detailed and careful, while others are more hurried and sometimes not as careful. Some are both, and others are extremely methodical. There is a place for each person in the workplace.

For sales and recruiting, however, certain styles are more helpful than others for a number of positions. A sales leader may benefit from one style of learning (and coaching) while a sales rep may benefit from a different style. Most of all, it is important for a team to understand each other and 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.

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