Management-Staff

Andy Sample
Manager
ABC Management
6-29-2017

Copyright © 1984-2017. Target Training International, Ltd.

Introduction
Behavioral research suggests that the most effective people are those who understand
themselves, both their strengths and weaknesses, so they can develop strategies to meet
the demands of their environment.

A person's behavior is a necessary and integral part of who they are. In other words, much of our
behavior comes from "nature" (inherent), and much comes from "nurture" (our upbringing). It is
the universal language of "how we act," or our observable human behavior.

In this report we are measuring four dimensions of normal behavior. They are:

How you respond to problems and challenges.

How you influence others to your point of view.

How you respond to the pace of the environment.

How you respond to rules and procedures set by others.

This report analyzes behavioral style; that is, a person's manner of doing things. Is the report
100% true? Yes, no and maybe. We are only measuring behavior. We only report statements
from areas of behavior in which tendencies are shown. To improve accuracy, feel free to make
notes or edit the report regarding any statement from the report that may or may not apply, but
only after checking with friends or colleagues to see if they agree.

"All people exhibit all four behavioral

factors in varying degrees of intensity."
–W.M. Marston

Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 1
General Characteristics
Based on Andy's responses, the report has selected general statements to provide a
broad understanding of his work style. These statements identify the basic natural
behavior that he brings to the job. That is, if left on his own, these statements identify
HOW HE WOULD CHOOSE TO DO THE JOB. Use the general characteristics to
gain a better understanding of Andy's natural behavior.

Andy wants to be seen as his own person, but usually projects it in friendly
terms. He is most likely to be at his best in situations where important things,
such as values, judgments, feelings and emotions are involved. He prides
himself on his "intuition." He tends to trust people and may be taken advantage
of because of his high trust level. He is enthusiastic and usually slow to anger.
Andy can be seen as a person of good will. He can be friendly with others in
many situations, but primarily with groups of established friends and associates.
He is sociable and enjoys the uniqueness of each human being. He is good at
creating enthusiasm in others. He believes in getting results through other
people. He prefers the "team approach." Andy is approachable, affectionate
and understanding. He can be obliging and accommodating; that is, he likes to
work with people and help them.

Andy likes to participate in decision making. When he has strong feelings about
a particular problem, you should expect to hear these feelings, and they will
probably be expressed in an emotional manner. He is good at giving verbal
and nonverbal feedback that serves to encourage people to be open, to trust
him and to see him as receptive and helpful. He likes working for managers
who make quick decisions. Andy prefers not disciplining people. He may
sidestep direct disciplinary action because he wants to maintain the friendly
relationship. Because of his trust and willing acceptance of people, he may
misjudge the abilities of others. He is good at solving problems that deal with
people.

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 2
General Characteristics Continued
Andy tends to mask some of his directness in friendly terms and is usually
recognized as a friendly and trusting person. He tends to influence people to
his way of thinking by using verbiage as compared with others who like to use
reports. He may use his time imprecisely because he likes to talk to people.
He is people-oriented and verbally fluent. Andy has the ability to sense what
people want to hear. He then tends to tell people what he thinks they want to
hear. It is important for Andy to use his people skills to "facilitate" agreement
between people. He tends to look at all the things the group has in common,
rather than key in on the differences. He judges others by their verbal skills and
warmth. He is good at negotiating conflict between others. Andy feels that "if
everyone would just talk it out, everything would be okay!"

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 3
Value to the Organization
This section of the report identifies the specific talents and behavior Andy brings to the
job. By looking at these statements, one can identify his role in the organization. The
organization can then develop a system to capitalize on his particular value and make
him an integral part of the team.

Accomplishes goals through people.

Negotiates conflicts.

Bottom line-oriented.

Positive sense of humor.

Inner-directed rather than tradition-directed--brings fresh ideas for solving

problems.

Team player.

People-oriented.

Dedicated to his own ideas.

Self-reliant.

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 4
Checklist for Communicating
Most people are aware of and sensitive to the ways with which they prefer to be
communicated. Many people find this section to be extremely accurate and important
for enhanced interpersonal communication. This page provides other people with a
list of things to DO when communicating with Andy. Read each statement and identify
the 3 or 4 statements which are most important to him. We recommend highlighting
the most important "DO's" and provide a listing to those who communicate with Andy
most frequently.

Ways to Communicate
Read the body language for approval or disapproval.

Use a balanced, objective and emotional approach.

Provide a warm and friendly environment.

Use enough time to be stimulating, fun-loving, fast-moving.

Offer special, immediate and continuing incentives for his willingness to

take risks.

Talk about him, his goals and the opinions he finds stimulating.

Use a motivating approach, when appropriate.

Provide testimonials from people he sees as important.

Leave time for relating, socializing.

Define the problem in writing.

Provide solutions--not opinions.

Look for his oversights.

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 5
Checklist for Communicating Continued
This section of the report is a list of things NOT to do while communicating with Andy.
Review each statement with Andy and identify those methods of communication that
result in frustration or reduced performance. By sharing this information, both parties
can negotiate a communication system that is mutually agreeable.

Ways NOT to Communicate

Drive on to facts, figures, alternatives or abstractions.

Leave decisions hanging in the air.

Be dictatorial.

"Dream" with him or you'll lose time.

Talk down to him.

Ramble.

Be curt, cold or tight-lipped.

Let him overpower you with verbiage.

Legislate or muffle--don't overcontrol the conversation.

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 6
Communication Tips
This section provides suggestions on methods which will improve Andy's communications with others. The tips
include a brief description of typical people with whom he may interact. By adapting to the communication style
desired by other people, Andy will become more effective in his communications with them. He may have to
practice some flexibility in varying his communication style with others who may be different from himself. This
flexibility and the ability to interpret the needs of others is the mark of a superior communicator.

When communicating with a person who is When communicating with a person who is
dependent, neat, conservative, perfectionist, ambitious, forceful, decisive, strong-willed,
careful and compliant: independent and goal-oriented:

Prepare your "case" in advance. Be clear, specific, brief and to the point.
Stick to business. Stick to business.
Be accurate and realistic. Be prepared with support material in a
well-organized "package."
Factors that will create tension or
dissatisfaction: Factors that will create tension or
dissatisfaction:
Being giddy, casual, informal, loud.
Pushing too hard or being unrealistic with Talking about things that are not relevant to the
deadlines. issue.
Being disorganized or messy. Leaving loopholes or cloudy issues.
Appearing disorganized.

When communicating with a person who is When communicating with a person who is
patient, predictable, reliable, steady, relaxed and magnetic, enthusiastic, friendly, demonstrative
modest: and political:

Begin with a personal comment--break the ice. Provide a warm and friendly environment.
Present your case softly, nonthreateningly. Don't deal with a lot of details (put them in writing).
Ask "how?" questions to draw their opinions. Ask "feeling" questions to draw their opinions or
comments.
Factors that will create tension or
dissatisfaction: Factors that will create tension or
dissatisfaction:
Rushing headlong into business.
Being domineering or demanding. Being curt, cold or tight-lipped.
Forcing them to respond quickly to your Controlling the conversation.
objectives. Driving on facts and figures, alternatives,
abstractions.

Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 7
Ideal Environment
This section identifies the ideal work environment based on Andy's basic style.
People with limited flexibility will find themselves uncomfortable working in any job not
described in this section. People with flexibility use intelligence to modify their
behavior and can be comfortable in many environments. Use this section to identify
specific duties and responsibilities that Andy enjoys and also those that create
frustration.

Assignments with a high degree of people contacts.

Freedom from control and detail.

Work with a results-oriented team.

Forum for his ideas to be heard.

Democratic supervisor with whom he can associate.

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 8
Perceptions
See Yourself as Others See You
A person's behavior and feelings may be quickly telegraphed to others. This section
provides additional information on Andy's self-perception and how, under certain
conditions, others may perceive his behavior. Understanding this section will
empower Andy to project the image that will allow him to control the situation.

Self-Perception
Andy usually sees himself as being:

Enthusiastic Outgoing

Charming Inspiring

Persuasive Optimistic

Others' Perception - Moderate

Under moderate pressure, tension, stress or fatigue, others may see him as
being:

Self-Promoting Glib

Overly Optimistic Unrealistic

Others' Perception - Extreme

Under extreme pressure, stress or fatigue, others may see him as being:

Overly Confident Talkative

Poor Listener Self-Promoter

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 9
Descriptors
Based on Andy's responses, the report has marked those words that describe his
personal behavior. They describe how he solves problems and meets challenges,
influences people, responds to the pace of the environment and how he responds to
rules and procedures set by others.

Driving Inspiring Relaxed Cautious

Ambitious Magnetic Passive Careful

Pioneering Enthusiastic Patient Exacting

Strong-Willed Persuasive Possessive Systematic

Determined Convincing Predictable Accurate

Competitive Poised Consistent Open-Minded

Decisive Optimistic Steady Balanced Judgment

Venturesome Trusting Stable Diplomatic

Dominance Influencing Steadiness Compliance

Calculating Reflective Mobile Firm

Cooperative Factual Active Independent

Hesitant Calculating Restless Self-Willed

Cautious Skeptical Impatient Obstinate

Agreeable Logical Pressure-Oriented Unsystematic

Modest Suspicious Eager Uninhibited

Peaceful Matter-of-Fact Flexible Arbitrary

Unobtrusive Incisive Impulsive Unbending

Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 10
Natural and Adapted Style
Andy's natural style of dealing with problems, people, pace of events and procedures
may not always fit what the environment needs. This section will provide valuable
information related to stress and the pressure to adapt to the environment.

Problems - Challenges
Natural Adapted

Andy is somewhat conservative in Andy sees no need to change his

his approach to solving problems. approach to solving problems or
He will accept challenges by being dealing with challenges in his present
quite calculating in his response to environment.
the problem or challenge. Andy will
be quite cooperative by nature and
attempt to avoid confrontation as he
wants to be seen as a person who is
"easy" to work with.

People - Contacts
Natural Adapted

Andy's natural style is to use Andy projects a positive and

persuasion and emotion to the enthusiastic attitude toward
extreme. He is positive and seeks to influencing others. He sees the need
win by the virtues of his personality to be trusting and wants to be
and verbal skills. He will convince trusted.
you that what he is saying is not only
right, but is exactly what is needed.
He displays enthusiasm for almost
any project.

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 11
Natural and Adapted Style Continued

Pace - Consistency
Natural Adapted

Andy is deliberate and steady. He is Andy sees his natural activity style to
willing to change, if the new direction be just what the environment needs.
is meaningful and consistent with the What you see is what you get for
past. He will resist change for activity level and consistency.
change's sake. Sometimes he would like the world to
slow down.

Procedures - Constraints
Natural Adapted

Andy does not like constraints, at Andy shows little discomfort when
times he can be somewhat defiant comparing his basic (natural) style to
and rebellious. He has a tendency to his response to the environment
lack social tact and diplomacy when (adapted) style. The difference is not
confronted with too many or significant and Andy sees little or no
unreasonable constraints. He seeks need to change his response to the
adventure and excitement and wants environment.
to be seen as his own person.

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 12
Adapted Style
Andy sees his present work environment requiring him to exhibit the behavior listed on
this page. If the following statements DO NOT sound job related, explore the reasons
why he is adapting this behavior.

Responding well to challenges: "You say I can't do it? Just watch me!"

Flaunting independence.

Optimistic, future-oriented outlook.

Obtaining results through people.

Being creative and unconventional in making a point.

Using a creative approach in decision making.

Motivating people to take action by using persuasive skills.

Dedicated to "going it alone" when necessary.

Positive, outgoing, friendly behavior.

Flexibility.

Using a direct, forthright and honest approach in his communications.

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 13
Keys to Motivating
This section of the report was produced by analyzing Andy's wants. People are
motivated by the things they want; thus wants that are satisfied no longer motivate.
Review each statement produced in this section with Andy and highlight those that are
present "wants."

Andy wants:
Work assignments that provide opportunity for recognition.

A support system to do the detail work.

Freedom from many rules and regulations.

No restrictions to hamper results.

Independence.

Flattery, praise, popularity and strokes.

Exposure to those who appreciate his results.

To be trusted.

A friendly work environment.

The chance to have fun (play hard--work hard).

Rewards to support his dreams.

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 14
Keys to Managing
In this section are some needs which must be met in order for Andy to perform at an
optimum level. Some needs can be met by himself, while management must provide
for others. It is difficult for a person to enter a motivational environment when that
person's basic management needs have not been fulfilled. Review the list with Andy
and identify 3 or 4 statements that are most important to him. This allows Andy to
participate in forming his own personal management plan.

Andy needs:
To focus conversations on work activities--less socializing.

Participatory management.

Help on controlling time and setting priorities.

A tolerant boss.

More control of body language.

A rational approach to decision making--analyze the facts.

People to work and associate with.

Documentation of expected results.

To maintain focus on results and not sacrifice productivity just to make

everyone happy.

To handle routine paperwork only once.

Bottom-line measurement.

To be informed of things which affect him.

To relax and pace himself.

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 15
Areas for Improvement
In this area is a listing of possible limitations without regard to a specific job. Review
with Andy and cross out those limitations that do not apply. Highlight 1 to 3 limitations
that are hindering his performance and develop an action plan to eliminate or reduce
this hindrance.

Andy has a tendency to:

Be so enthusiastic that he can be seen as superficial.

Overestimate his ability to motivate people or change others' behavior.

Take information at face value without validation or substantial

investigation.

Make decisions based on surface analysis.

Overuse praise in motivating others.

Underinstruct and overdelegate--will rely on personality as opposed to a

disciplined approach to follow-up.

Be too verbal in expressing criticism.

Be overly enthusiastic about his own shortcomings (weaknesses) and the

shortcomings of others.

Be inattentive to details--only attentive to results: "Don't ask how I did it,

just if I succeeded."

Adapted Style Natural Style

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Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 16
Action Plan
Professional Development

1. I learned the following behaviors contribute positively to increasing my professional

effectiveness: (list 1-3)

2. My report uncovered the following behaviors I need to modify or adjust to make me more
effective in my career: (list 1-3)

3. When I make changes to these behaviors, they will have the following impact on my career:

4. I will make the following changes to my behavior, and I will implement them by ____________:

Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 17
Action Plan
Personal Development

1. When reviewing my report for personal development, I learned the following key behaviors
contribute to reaching my goals and the quality of life I desire: (list 1-3)

2. The following behaviors were revealed, which show room for improvement to enhance the
quality of my life: (list 1-3)

3. When I make changes to these behaviors, I will experience the following benefits in my quality
of life:

4. I will make the following changes to my behavior, and I will implement them by ____________:

Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 18
Behavioral Hierarchy
The Behavioral Hierarchy graph will display a ranking of your natural behavioral style
within a total of twelve (12) areas commonly encountered in the workplace. It will help
you understand in which of these areas you will naturally be most effective.

1. Interaction - Frequently engage and communicate with others.

0 1 2 3 4 5 6 7 8 9 10
9.0 Natural
6.0*
8.0 Adapted
5.5*
2. People-Oriented - Build rapport with a wide range of individuals.
0 1 2 3 4 5 6 7 8 9 10
8.5 Natural
6.5*
9.0 Adapted
6.2*
3. Customer-Oriented - Identify and fulfill customer expectations.
0 1 2 3 4 5 6 7 8 9 10
8.3 Natural
6.4*
8.0 Adapted
6.2*
4. Versatile - Adapt to various situations with ease.
0 1 2 3 4 5 6 7 8 9 10
7.0 Natural
5.4*
5.5 Adapted
5.2*

* 68% of the population falls within the shaded area.

Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 19
Behavioral Hierarchy Continued
5. Frequent Change - Rapidly shift between tasks.
0 1 2 3 4 5 6 7 8 9 10
6.8 Natural
5.2*
6.2 Adapted
5.0*
6. Competitive - Want to win or gain an advantage.
0 1 2 3 4 5 6 7 8 9 10
5.0 Natural
4.9*
5.0 Adapted
4.7*
7. Consistent - Perform predictably in repetitive situations.
0 1 2 3 4 5 6 7 8 9 10
4.5 Natural
6.1*
5.0 Adapted
6.4*
8. Persistence - Finish tasks despite challenges or resistance.
0 1 2 3 4 5 6 7 8 9 10
4.3 Natural
6.1*
5.0 Adapted
6.4*

* 68% of the population falls within the shaded area.

Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 20
Behavioral Hierarchy Continued
9. Following Policy - Adhere to rules, regulations, or existing
methods.
0 1 2 3 4 5 6 7 8 9 10
4.0 Natural
6.0*
4.8 Adapted
6.3*
10. Urgency - Take immediate action.
0 1 2 3 4 5 6 7 8 9 10
3.5 Natural
4.3*
3.2 Adapted
4.3*
11. Organized Workplace - Establish and maintain specific order in
daily activities.
0 1 2 3 4 5 6 7 8 9 10
1.5 Natural
5.1*
2.0 Adapted
5.7*
12. Analysis - Compile, confirm and organize information.
0 1 2 3 4 5 6 7 8 9 10
1.5 Natural
5.3*
2.5 Adapted
5.9*

SIA: 42-76-72-18 (16) SIN: 42-88-65-15 (15)

* 68% of the population falls within the shaded area.

Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 21
 ®
Style Insights Graphs
6-29-2017

Adapted Style Natural Style

Graph I Graph II

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% 42 76 72 18 % 42 88 65 15
Norm 2017 R4

T: 4:00

Andy Sample
Copyright © 1984-2017. Target Training International, Ltd. 22
 ®
The Success Insights Wheel
The Success Insights® Wheel is a powerful tool popularized in Europe. In addition to the text you
have received about your behavioral style, the Wheel adds a visual representation that allows you
to:

View your natural behavioral style (circle).

View your adapted behavioral style (star).

Note the degree you are adapting your behavior.

If you filled out the Work Environment Analysis, view the relationship of your behavior to your
job.

Notice on the next page that your Natural style (circle) and your Adapted style (star) are plotted on
the Wheel. If they are plotted in different boxes, then you are adapting your behavior. The further
the two plotting points are from each other, the more you are adapting your behavior.

If you are part of a group or team who also took the behavioral assessment, it would be
advantageous to get together, using each person's Wheel, and make a master Wheel that
contains each person's Natural and Adapted style. This allows you to quickly see where conflict
can occur. You will also be able to identify where communication, understanding and
appreciation can be increased.

Andy Sample
Copyright © 1992-2017. Target Training International, Ltd. 23
 ®
The Success Insights Wheel
6-29-2017

C 8
IMPLEMENTOR 1
D
9 CO
R 24 ND
Y ZE 10

U
AL

CT
23 25
40
AN

OR
26 11
39
7 56 41 27
42
22 2
55
38 43 12
COORD ATOR

54 28

PERSUADER
60 57
44
IN

21 37 53
45 29 13
52
59 58
36 46
20 51 30
6 47
14
50
35 49 48 3
31
SU

19
R

34
32
TE

15
PP

33
O

R
O

TE M
18 O
R
17
16
PR

S 5
REL ATE R 4 I

Adapted: (16) PROMOTING RELATER

Natural: (15) RELATING PROMOTER

Norm 2017 R4
T: 4:00

Andy Sample
Copyright © 1992-2017. Target Training International, Ltd. 24