In this month’s episode, we’re joined by Lane Schiffman from Schiffman's Jewelers, an upscale jewelry and watch retailer headquartered in Greensboro, NC. Drea talks with Lane about his organization’s experience with the TriMetrix Side-by-Side Comparison Report, and how it helped two key employees overcome crucial communication differences—that ultimately resulted in increased revenue for the company.

TUNE IN AS WE DISCUSS:

* How employee miscommunication can lead to lost sales and customer dissatisfaction

* The 2 fundamental communication truths that many people can fall prey to

* The approach Schiffman’s Jewelers took to present the report to the miscommunicating employees

* How the exercise has resulted in a better attitude throughout the organization, and an overall increase in sales and revenue

n this month’s episode, we’re joined by Luke Downing and Matt Bakey from Mode5, an IT Services firm located in Virginia. Drea talks with Luke and Matt about their experience using the assessment benchmark, and how it has impacted the company’s approach to talent selection and talent management.

Tune in as we discuss:

Why Mode5 decided to switch to TriMetrix after using another assessment provider

Exactly what the company was hoping to accomplish by creating the position benchmark

Specific ways the assessment has helped optimize the interview process

The surprising way the benchmark acted as “an outside perspective” and helped Mode5 challenge internal assumptions

This is the sixth and final episode in a six-part series walking you through the personal skills assessment. In this series, we’re joined by Regional VP of Sales and coaching guru, Tony Smith.

Self Direction measures a person’s clarity and focus on who and what they want to become in the future. The score can reveal a lot about a candidate or employee’s day-to-day attitude, and how likely they are to perform at high levels for the long-term with your organization.

Join Drea and Tony to learn to use the Self Direction dimension to be sure the people you bring onto your team have a vision for themselves that aligns with the vision for your company.

Tune in as We Discuss:

· How high and low Self Direction scores with negative and positive biases play out in real life

· The pros and cons that can result from high scores, and what to watch out for

· How to avoid hiring someone who views the position at your company as a stopgap on their way to something else

· What a person’s score reveals about their career-pathing needs

This is the fifth episode in a six-part series walking you through the personal skills assessment. In this series, we’re joined by Regional VP of Sales and coaching guru, Tony Smith.

Role Awareness is the clarity and focus a person has around the different roles in their life—both personal and professional. On the job, it’s a critical component to engagement and productivity.

Understanding how your people score in terms of Role Awareness helps you determine if they are in fact a good fit for the job, and whether the expectations of the role have been communicated clearly.

Join Drea and Tony to learn to use the Role Awareness dimension to ensure that each of your team members are feeling fulfilled and motivated to bring the full weight of their talents, skills, and abilities to the job every day.

TUNE IN AS WE DISCUSS:

* How high and low Role Awareness scores with negative and positive biases play out in real life

* Which score combinations indicate that it’s time for a crucial conversation

* How to ensure there are no gaps in a person’s understanding of their role on the job

* Why this dimension is highly variable and “easy to fix”

This is the fourth episode in a six-part series walking you through the personal skills assessment. In this series, we’re joined by Regional VP of Sales and coaching guru, Tony Smith.

Self-confidence is the “secret sauce” of selling and leadership—do your candidates have it? Join Drea and Tony to learn to use the Sense of Self dimension to predict how self-aware your candidates are.

Understanding where a person lies on the self-awareness spectrum clues you into how “coachable” they will be—a key factor to consider when bringing new people onto your team. The scores also reveal how capable someone is at controlling their emotions, operating under pressure, and understanding their own boundaries.

Tune in As We Discuss:

* How high and low Sense of Self scores with negative and positive biases play out in real life

* Which score combinations indicate that a person will be open to coaching and feedback

* The surprising way too much self-confidence and too little can result in similar behaviors

* How to adapt coaching styles according to a person’s score in this dimension

This is the third episode in a six-part series walking you through the personal skills assessment. In this series, we’re joined by Regional VP of Sales and coaching guru, Tony Smith.

Using common sense is one of the most elusive skills we measure with the assessment and is associated with clearly seeing the bigger picture. If you've ever found yourself asking 'what were you thinking?!' when employees make poor decisions without taking important variables in to consideration, they may have low mental clarity in Systems Judgement.

Join Drea and Tony to learn how to use the “Systems Judgement” dimension to predict how skilled a person is at seeing the big picture, spotting inefficiencies, and optimizing processes and procedures.

Tune in as we discuss:

- The pros and cons of high and low scores, and how they can play out inside of an organization

- Training and development tips to increase clarity in the Systems Judgement dimension to help people take a step back and think strategically

- Interview strategies to use when a candidate scores low in this dimension to predict how it will affect their performance on the job

This is the second episode in a six-part series walking you through the personal skills assessment. In this series, we’re joined by Regional VP of Sales and coaching guru, Tony Smith.

If you want your organization to thrive, you must hire people who can set clear goals and objectives, and then execute on tasks that drive results. Join Drea and Tony to learn how to use the “Practical Thinking” dimension of the assessment to predict how well a candidate will prioritize tasks and get things done.

Tune in As We Discuss:

* Why practical thinking skills are the “meat and potatoes” of business

* Ways different score combinations can play out in sales and leadership roles—and suggestions for coaching to improve performance

* How to use the assessment to spot procrastinators before you hire them

This is the first in a six-part series walking you through the personal skills assessment. In this series, we’re joined by Regional VP of Sales and coaching guru, Tony Smith.

The way a person sees and interprets the world will affect every decision they make. Join Drea and Tony to learn how to use the “Understanding Others” dimension of the assessment to predict the way a candidate (or employee) will interact with customers and team members.

Tune in as we discuss:

* Exactly what the “Understanding Others” dimension measures—and what the scores reveal about a candidate or employee

* Why attitude matters—and how to spot the ideal level of empathy for your sales position

* Ways different score combinations can play out in sales and leadership roles—and suggestions for coaching to improve performance

In this episode, we’re joined by Matt Ketterman, Owner of Got You Floored, Inc.

A long-time user of the TriMetrix, Matt needed to replace several members of the sales team. His strategy was to identify a true hunter personality that could ramp up business, and partner them with a farmer-style support rep to build and maintain client relationships.

Tune in as we discuss:

* The strategy that doubled individual sales rep output for Got You Floored, Inc.

* How the assessment helped identify candidates who would play to each other’s strengths and weaknesses

* Key tips for creating a pay structure that keeps both personality styles engaged and motivated