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Work Ethic Integrity:
You want to identify people who exhibit what is commonly called
a work-ethic or a sense of job responsibility. Such people
usually have a strong sense of duty and commitment, are usually
ambitious and invest in their job and are conscientious about
doing a good job (not because others are watching but because
they take pride in what they do). They exhibit a sense of
integrity and ?do what they say they will do?. They are not
manipulative. They are often well organized. This can be taken
too far, however, causing them to become rigid and inflexible.
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SALES ORIENTATION TraitSettm
DEFINITIONS
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- Withholding:
This is really a Bias scale" that measures a person's
tendency to give reasonable or realistic responses
versus a "distorted" response. High scores suggest
a person may be withholding data about him/herself
and may be exaggerating the positive aspects (socially
desirable) of their behavior. Low scores can indicate
a self-critical approach. Hence, high and low scores
cause one to interpret the data either up or down.
- Conscientious:
Focusing on your job is important but some people
are so focused and conscientious that they become
perfectionists and drive other people crazy. Hence,
this can be good and bad. Commitment to one's work
is important for success but "too great a focus" can
lead to perfectionist tendencies. That is, you work
hard but cannot accomplish a reasonable amount of
work because your style "forces you to do every task"
in a near perfect fashion.
- Achievement:
People who are achievement oriented usually are better
performers. They are serious about their work and
"drive themselves" to achieve and do well. However,
there is also a downside where they can be so achievement
oriented that they run over others, cannot work in
teams and make the lives of others difficult (e.g.,
destructively competitive). In addition, some people
"pull out all the stops" to achieve their goals and
may take advantage of others, cut corners for faster
results or even "bend the truth" in an effort to look
impressive to their superiors.
- Organized:
This is another trait that is positive in moderate
amounts but potentially negative when carried to extremes.
Compulsive people are organized, usually like structure
and/or rules, strive to make their work efficient
and seek a personal sense of control in their activities.
- Manipulative:
This is a continuum running from forthright and too
blunt to clever and potentially manipulative. A moderate
score is good but this depends on the position and
culture. Greater bluntness can be truthfulness but
can also be crass. Lesser bluntness can be political
sensitivity but also greater "looking out for one's
own needs." This variable can influence the appearance
of work ethic (e.g., Lows may be too naive. Moderate
is okay. Highs may be too deceitful/clever).
- Integrity:
Integrity implies trust but it can also work as a
"brake on achievement" where a person who wants to
get ahead and beat out the competition "slows down"
because he/she feels that it is important to do it
in an ethical and reasonable fashion. Ultimately,
a superior has to count on not only a subordinate
doing the job but also doing the job well and using
good judgment. The person with integrity knows how
to compromise the sheer volume of work with a quality
and ethical job.
- Work Ethic:
A Sense of duty where one takes his/her responsibilities
and commitments seriously as opposed to a more casual
approach where, "I'll do what I can but when my shift
is over, I am out of here." People with a strong work
ethic (may be ambitious or not) take their job seriously
and find it difficult to work in a more casual or
informal ("when I get to it") fashion.
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