Manual Page 36

Thought Experiment

Think back to the first job you ever had. What was it like starting there on the first day? Based on all we have covered in your Manager QuickView report, what would you have wanted your boss to know about you? How would it have helped you as an employee?

Go through both columns of your Manager’s QuickView report, highlighting what you would have wanted your first boss to know about you in your PDP Manual. Note which words you highlight, then write how they would have helped you as an employee.

Manual Page 37

Creating Culture Scenario

Joe Dowd had an idea and a vision to create the best widgets in the world. He acquired the capital, slowly built a small team around him, and finally opened Acme Dynamics Widgets. The first year had its challenges, but Joe and the team made it through successfully, and they felt proud of their accomplishments.

Review Joe’s Natural Self from his Manager QuickView report and answer the following questions:

1. How would you describe Joe’s management style?
2. What kind of environment do you think Joe would thrive in, and how might this influence the culture he would foster in this new entrepreneurial venture?

NOTE: After you submit the exam, you can review the answer by clicking on the “view questions” button.

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Management Scenario

Joe, the president and founder of Acme Dynamic Widgets, has gathered around himself a team of people with different skills and behavioral traits to make his vision a reality. Above are three members of Joe’s team. Click on the graphic to view all three Manger QuickView reports.
Aware of the different traits on his team, Joe knows he should interact with and motivate his people differently. Using the examples above, answer the following questions as if you were advising Joe:

1. What strengths would James Arneaux and Jim Weizel bring to their positions, and what challenges can you foresee?
2. Although similar, James Arneaux and Stephen Galliard do have differences. Identify those differences and provide Joe with one way he might want to manage James differently from Stephen.

NOTE: After you submit the exam, you can review the answer by clicking on the “view questions” button.

Manual Page 39

Bank Staff Conflict Scenario

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Acme Bank & Trust has a crack team of Account Executives who are excellent at generating new sales. They quickly follow up on any lead and consistently develop new ones. As a result, the sales team spends considerable time outside the bank chasing down potential clients and closing deals. Unfortunately, the sales team is less likely to follow up with existing clientele or remember to upsell the newest products. As a result, the loss of current clients is far too common. The other challenge they face is keeping track of the current promotions. Quite often, one of the sales representatives returns to the bank after successfully closing a deal, only to discover the promotion ended the day before.

Because of this, the fulfillment team for the bank has become quite irritated with the sales force. Heated discussions and arguments have occurred in recent months between members of the two groups. The fulfillment team often accuses the sales team of not taking things seriously and causing vast amounts of extra due to the sales team’s nonchalant attitude.

Sales team members accuse their colleagues of ignorance about winning new business. They counter the fulfillment team’s claims by insisting that they be allowed to make last-minute changes and extensions to promotions to close better sales on new accounts.

Review the Trait Pairs of each team and answer the following:

1. Based on your knowledge of each team’s unique Trait Pairs, what might be contributing to this situation?

NOTE: After you submit the exam, you can review the answer by clicking on the “view questions” button.