The CTS Does Not Stop With Just Recruiting

Many sales assessment outputs stop with the recruiting process.

From the beginning, however, the CTS Sales Profile has also contained coaching instructions. The reason is simple. With our years of sales consulting experience, we have recognized that good coaching increases performance and retention. And good coaching starts with good recruiting, all based on good information.

Coaching sales reps as individuals, with an understanding of their strengths and weaknesses, can transform a company’s sales team and lift the entire culture from merely Good to GREAT.


The CTS takes the scores for the basic 9 traits and then generates scores for 5 essential sales competencies. This helps you pinpoint areas for coaching emphasis.

Basic 9 Traits and 5 Sales Competencies

The Sales Coaching Report begins by listing the Basic 9 Traits and the candidate’s scores for each trait. The Basic 9 Traits include traits related to an individual’s Ego Drive and traits related to an individual’s Empathy levels.

Each trait relates to the salesperson’s job description. Statistics show that certain traits indicate a personality more tuned for high-activity sales. Knowing these, you can make better decisions based on the strengths and weaknesses you see relative to the needs of the sales position.

The CTS has a separate chart that plots performance  in the following five SALES COMPETENCIES: Finds Prospects, Maintains High Activity, Handles Rejection, Sets Appointments, and Sells face-to-face. These five areas are derived from combinations of the Basic 9. For instance, high recognition drive combined with high deadline-motivation helps produce a prospecting personality.


Our thirty-plus years of experience have taught us the importance of 9 basic traits key to sales success. The TIPS area in the Sales Coaching Report provides suggestions for coaching both the weaknesses and strengths in each trait area.

Coaching Tips Per Trait

The last eight pages of the Sales Coaching Report analyze candidate scores and generate individualized coaching tips. Each page corresponds to insights from the candidate’s Basic 9 scores. For example, sales managers can better learn how to handle someone with a high recognition drive or someone with a low assertiveness score.

Over a 90-day period, a theme is stressed for each candidate. The report then points out strengths and challenges and provides bulleted, step-by-step coaching recommendations. Sales managers can get a clear map on how to proceed with teaching and training their salespeople.

Let’s begin coaching people better!


When you see this number, ask yourself if you have the time needed to coach your potential candidate.

Recommended Coaching Hours

How many coaching hours will a new recruit need from you each month? 2 hours – 10 hours – 20 hours? When you see this number, you can ask yourself if you have the time necessary to coach this person to success. There are  short, to-the-point tips on the chart, or you can take the deep dive into the full 12-page Sales Coaching Report .

Ready to make better hires?