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Leading / Following
Leading / Following For sales professionals and consultants
Video-byte... ...explaining the impact of confirmation bias.
Listen / Ignore
Focused on every word, or focused elsewhere?
High scorers listen well and are remembered and valued as “good listeners”. Good listeners learn more and so tend to make better informed comments and decisions.
Low scorers may be seen disinterested, self-focused and even ignorant. They tend to make poor recommendations and decisions driven by instinct and cognitive bias.
A Launch Pad score in the 110-130 range indicates a strong desire to listen, learn and encourage others to share their thoughts.
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Big Picture/ Detail
Far and wide or close and narrow?
Both traits have advantages and disadvantages.
- high scorers can be seen as visionary and brimming with ideas. They help others imagine a better future and they need others to look after the detail.
- low scorers may struggle to see the bigger picture and innovate new ways to do things. They tend to be task and detail oriented.
A Launch Pad score in the 90-120 range represents a healthy respect for detail and the flexibility to stand back and see the bigger picture.
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My best / Better than you
Play to improve, or play to win?
- high scorers constantly seek to improve themselves and those around them – including customers/clients. They are typically hard-working and energetic. They can also be demanding of others and may be seen as self-absorbed.
- low scorers want to win, and want to be seen to win. They compete with everyone: colleagues, customers and suppliers. They are not team players.
A Launch Pad score in the 90-120 range represents the confidence to express views and opinions without dominating coupled with the capacity to listen and follow.
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Free flowing / Organized
Chaotic or rule-bound? Both traits have advantages and disadvantages.
- high scorers are often calm under pressure, flexible and adaptable. They love change and variety. However, they can be a nightmare to work with! They don’t like written plans, or planning, and people around them can feel pressured to make things happen at the last minute.
- low scorers are typically seen as reliable, but may also be seen as rigid and inflexible. Their lives are organized and they like to plan every scenario. Every meeting must have an agenda and the agenda should be followed. They don’t like surprises and tend to resist change.
A Launch Pad score in the 90-110 range indicates an ability to flex behavior in both directions.
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Feelings/ Facts
Touchy-feely or cool and logical? Both traits have advantages and disadvantages.
- high scorers like people, don’t like numbers. They are seen as highly empathetic to the point of being viewed as overly emotional. They are well-liked and good in teams, but may be viewed as not tough enough or commercial enough.
- low scorers are objective and analytical. People value their dispassionate input. However, they may be seen as cold and uncaring.
A Launch Pad score in the 90-110 range indicates a balance between objectivity and an appreciation for people’s feelings.
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Your needs / My needs
Selfless or selfish? Both traits have advantages and disadvantages.
- high scorers are always there for everyone. Their door really is always open. They help everyone but are always at risk of helping too much – giving too much of themselves, their teams or their organizations because they hate to say “No”.
- low scorers are only interested if they stand to benefit. They are often highly motivated and can be individually effective but they are not good in teams and others rarely want to help them.
A Launch Pad score in the 90-110 range indicates a positive outlook and a tendency to embrace opportunities.
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Trust / Control
Trust implicitly and let things go, or keep things close and under tight control? Both traits have advantages and disadvantages.
- high scorers trust implicitly. They are typically great friends and work colleagues inspiring trust in others. On the minus side, they sometimes trust people to perform beyond their capabilities and then get disappointed and feel let-down when things go wrong.
- low scorers need to be in control. They can be relied on, but do not like to rely on others. They tend to monitor closely and check frequently on progress. This can be de-motivating and counter-productive.
A Launch Pad score in the 90-130 range indicates a desire to trust and be trusted.
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