Name : Andrew Dugdale
Career Area : Sales
Business Area : B2B
Role : Strategic Sales
Experience Level : Incomplete report-demo only
 
ICDL Skills and Experience Detailed Report
Introduction

There are four elements involved in providing a complete assessment of any individual's potential fit to a given role and level. These are Intellect; Behaviour; Motivation and Knowledge.This report covers the Knowledge element and offers a snapshot of Andrew Dugdale's current knowledge when compared against an optimal map for a specific role and level.

The information contained in this report should only be used for assessing an individual against the 'Role' and 'Level' shown above. The results should be used as one component of any decision making process and ideally should be placed in context against data from interviews, background, and other appropriate tools. Should any information contained in this report contradict the findings from other sources, then further investigation is recommended

Notes to help you interpret this report

Follow the key below to help you interpret the results of this report :
- significantly above average for role
- above average for role
- average for role
- below average for role
- significantly below average for role
 
Summary of Andrew Dugdale Skills

This section identifies overall Sales Skills groupings which are important to effectiveness in a Strategic Sales role.

The bar chart indicates the candidate's likely level of overall strength in each area, based on detailed analysis of their stated capabilities.

The definition for each Sales Skill group is shown immediately below the bar graph.

Below Expected Range indicates that the candidate's stated capabilities are below the valid range for this assessment. Please see full skill report for details.
Below Average indicates that the candidate's stated capabilities are below average for a Strategic Sales Role.
Average indicates that the candidate's stated capabilities are as expected for a Strategic Sales role.
Above Average indicates that the candidate's stated capabilities are above average for a Strategic Sales role.
Beyond Expected Range indicates that the candidate's stated capabilities are above the valid range for this assessment. Please see full skill report for details.

These ratings can identify overall areas of areas of strength that can be harnessed to improve sales effectiveness. They can also identify key skill groups where targeted development and/or training may improve sales performance.
Overall Skills Level
Below Average Fit Average Fit Above Average Fit
Overall Fit between the candidate's current skills level and the skills required for the Role and Level.
 
DELIVERING AND INNOVATING
Below Expected Range Below Average Fit Average Fit Above Average Fit Beyond Expected Range
These skills are about ‘taking action’ to deliver something to a customer or partner (external or internal) using new approaches where necessary.
COMMUNICATING AND WORKING WITH PEOPLE
Below Expected Range Below Average Fit Average Fit Above Average Fit Beyond Expected Range
These skills are about actively communicating with others, and working with people in business teams.
UNDERSTANDING AND MANAGING IN BUSINESS
Below Expected Range Below Average Fit Average Fit Above Average Fit Beyond Expected Range
These skills are about adding value to the business by understanding the business context of everything you do.
RELATIONSHIP MANAGEMENT
Below Expected Range Below Average Fit Average Fit Above Average Fit Beyond Expected Range
These skills are about managing relationships, especially with customers, but also with suppliers, partners, stakeholders for the purpose of realizing benefits from the relationships.
PROPOSITION DEVELOPMENT
Below Expected Range Below Average Fit Average Fit Above Average Fit Beyond Expected Range
This section covers the skills required to design and develop propositions for the customer, both at the generic business level and for individual customers (ready for implementation)
BENEFITS REALISATION
Below Expected Range Below Average Fit Average Fit Above Average Fit Beyond Expected Range
This covers the skills required to realise the benefits of change for your company and for customers. This includes managing projects,assignments and service contracts. It means making business change happen
PROCESS, COMMERCIAL AND STRATEGY CHANGE
Below Expected Range Below Average Fit Average Fit Above Average Fit Beyond Expected Range
This covers the skills required for improving business performance through process improvement, financial management, business strategy formulation and translation and business planning
indicates that one or more of the candidate's stated skills in this group are outside of the expected range for the role. Please see detailed skill report for more details.
 
Business Skills
These results show how well qualified you are for your role, in terms of general business skills. It covers the particular attributes appropriate to the role and shows how well developed they are within your skills portfolio.
DELIVERING AND INNOVATING
Below Expected Range Below Average Fit Average Fit Above Average Fit Beyond Expected Range
These skills are about ‘taking action’ to deliver something to a customer or partner (external or internal) using new approaches where necessary.
Organising
Benchmark Rating
Priority
This is a Medium priority skill for this role
1 2 3 5 6 7
4
M
Considering your ability to organize people and things to deliver results; involving setting objectives, delegating appropriately, organizing materials required, managing detail, integrating diverse activities and objectives and ‘making things happen’; would you rate yourself as:-

Your answer was AVERAGE for this skill for the selected role. An average answer would be :

4. A strong personal organizer, regularly able to achieve good outcomes, minimizing problems along the way through thinking and planning ahead. Well able to plan and prioritize own work. Is also seen as able to successfully delegate elements of a task to others..
 
Problem Solving
Benchmark Rating
Priority
This is a High priority skill for this role
1 2 3 4 6 7
4
H
Considering your ability to define and analyze problems, prioritize and evaluate the issues raised and identify or create possible solutions using logical thought and lateral thinking and using other's expertise when appropriate, would you rate yourself as:-

Your answer was HIGHER than expected for this skill for the selected role. An average answer would be :

4. Recognized as well able, through logical thought and lateral thinking, to define and analyze problems, prioritize and evaluate the issues raised and identify or create solutions within own work area/responsibility. Also able to identify and solve problems for a team, group or event within area of own knowledge/experience. Able to engage and utilize the expertise of others for problem solving when appropriate..
 
Exercising judgement and making decisions
Benchmark Rating
Priority
This is a High priority skill for this role
1 2 3 5 6 7
4
H
Considering your ability to make sound judgments and good decisions involving questioning implications, prioritizing criteria, balancing conflicting factors, evaluating risks, evaluating options and deciding how to respond. Part of the skill is deciding when and how to seek further information or to refer to others. Would you rate yourself as:-

Your answer was AVERAGE for this skill for the selected role. An average answer would be :

4. Seen as someone who has sound judgment and makes good decisions in all areas of their own work. Is also recognized as being able to make sensible well thought through decisions on day to day areas for others. Knows who to involve and when, if called on to evaluate areas outside their own scope..
 
COMMUNICATING AND WORKING WITH PEOPLE
Below Expected Range Below Average Fit Average Fit Above Average Fit Beyond Expected Range
These skills are about actively communicating with others, and working with people in business teams.
Communicating
Benchmark Rating
Priority
This is a High priority skill for this role
1 2 3 5 6 7
5
H
Considering your ability to convey information and ideas so that others understand the message, using language and delivery styles that are familiar and acceptable to the audience, anticipating the audience response, would you rate yourself as:-

Your answer was LOWER than expected for this skill for the selected role. An average answer would be :

5. Someone who can demonstrate a wide range of communications styles and can adapt these dynamically to the situation. For example they could be chosen to convey a difficult message to an important audience whether external or internal. Able to communicate effectively to a mixed audience.
 
Dealing with people
Benchmark Rating
Priority
This is a High priority skill for this role
1 2 3 4 6 7
5
H
Considering your ability to influence other people using skills such as persuasion, diplomacy and empathy. This may require lobbying, facilitating discussion and negotiating. This involves being assertive, using active listening, managing conflict using a range of styles, showing cultural awareness in different environments and showing empathy with others through understanding and responding to non-verbal signals. For this skill would you rate yourself as:-

Your answer was AVERAGE for this skill for the selected role. An average answer would be :

5. Someone who regularly influences 'the way business is done' and is seen as successful in their role. Additionally they may on occasion be called on to 'sort out' difficult relationship problems internally or externally, even when they may not know the individuals or the subject matter beforehand.
 
Networking and liaising
Benchmark Rating
Priority
This is a High priority skill for this role
1 2 3 4 5 7
5
H
Considering your ability to maintain and develop relevant business contacts, and learn from them, which involves planning, researching sources of expertise, sourcing contacts, getting them to make space and listen, connecting with new people in different cultures, remote or local, teaming based on mutual interests, and thinking outside borders, would you rate yourself as:-

Your answer was HIGHER than expected for this skill for the selected role. An average answer would be :

5. Someone who has a very extensive list of well connected contacts which can be used to resolve problems or gain information and support, but who also has sufficient understanding of establishing these networks that they could easily and quickly establish new networks in other areas unfamiliar to them if called upon to do so.
 
UNDERSTANDING AND MANAGING IN BUSINESS
Below Expected Range Below Average Fit Average Fit Above Average Fit Beyond Expected Range
These skills are about adding value to the business by understanding the business context of everything you do.
Understanding purpose and direction
Benchmark Rating
Priority
This is a High priority skill for this role
1 2 3 5 6 7
5
H
Considering your ability to comprehend and contribute to objectives, direction and strategy of the business unit and team, through understanding and interpreting the purpose and goals of the organization at all levels. This requires the ability to see the big picture ("helicoptering") and to integrate and interpret objectives clearly and to contribute to the purpose and direction of the team, unit, or business in both global and local settings, with corresponding cultural interpretations. Against this skill would you rate yourself as:-

Your answer was LOWER than expected for this skill for the selected role. An average answer would be :

5. Someone who can easily and quickly understand business drivers and can interpret these quickly in the context of the ‘big picture’ enabling them to make a significant contribution towards setting new purpose and direction for a business unit.
 
Understanding your company’s market
Benchmark Rating
Priority
This is a High priority skill for this role
1 2 3 4 6 7
5
H
Considering your ability to understand your company’s markets: how they work; and what the drivers, characteristics and trends are. This involves experience in the business, knowledge of the markets (customers, sectors and competitors) with an interest in and affinity for the business (being "in tune" with the market). For this skill would you rate yourself as:-

Your answer was AVERAGE for this skill for the selected role. An average answer would be :

5. Someone who has demonstrated a good "feel" for the nature and likely behaviour of one significant part of your company's market to the extent that they can describe the drivers, characteristics and trends in that market area, but also knows how the market is structured, by sector, segment, customer grouping or major account and is clear about how 'in tune' the business is for this market..
 
Managing Risk
Benchmark Rating
Priority
This is a Medium priority skill for this role
1 2 3 5 6 7
4
M
Considering your ability to understand the areas of risk to business success and your ability to manage these, involving being able to identify and analyze risk, understanding implications for different aspects or business areas, coping with the uncertainty inherent in risk and being able to manage risk. This covers all types of risk: commercial, relationship, technical. For this skill would you rate yourself as:-

Your answer was AVERAGE for this skill for the selected role. An average answer would be :

4. Someone who is able to identify and analyze risks within their business area. Also able to understand the implications of the identified risks and is comfortable managing those risks and copes well with the uncertainty that comes with this.
 



Professional Skills
This section focuses on the skills and learning required for the specific role you have been assigned or have chosen. It takes into account the qualifications from the professional bodies associated with your role, which indicate that you have reached a prescribed standard within your profession.
RELATIONSHIP MANAGEMENT
Below Expected Range Below Average Fit Average Fit Above Average Fit Beyond Expected Range
These skills are about managing relationships, especially with customers, but also with suppliers, partners, stakeholders for the purpose of realizing benefits from the relationships.
Negotiating
Benchmark Rating
Priority
This is a Medium priority skill for this role
1 2 3 4 6 7
5
M
Considering your ability to work with your customer/partner or supplier towards agreeing a position and ultimately a deal, which has optimal, mutual benefits for all parties, would you rate yourself as:

Your answer was AVERAGE for this skill for the selected role. An average answer would be :

5. Skilled in most techniques for negotiation and in applying psychological principles; well able to negotiate an important deal for your company, apply good timing in the negotiation and engage in carefully