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4 - Profiling³: "What do I make of it?" - Linking the profiling approach with personality diagnostic tool

The figure represents the target profile of a salesperson. A
company is looking for a dominant and therefore sales-oriented
top salesperson for the sales department who can also lead a
team:

• The square indicates that a director with a high focus on
results and goals is sought.
• The applicant brings from his basic behavior - sym-
bolized by the point - a high relationship and people
orientation, he needs a consistent environment as a
supporter.
• The role behavior shown externally during the interview,
which is indicated by the star, points to a very extraverted,
self-confident appearance with which the applicant wants
to meet the target profile of the job. The adapted style is
therefore far removed from the basic style.

This means that the applicant's basic style unfortunately
hardly corresponds to the target profile. The candidate would
probably not be able to maintain this balancing act in the day-
to-day job. The consequences would be frustration, stress,
excessive demands and perhaps even health problems. In
short, he or she is not suitable for the job and will find it very
difficult to meet the requirements of this position.

Important for you: To be able to understand and read a profile
with the help of the INSIGHTS MDI® Ra- des, you need to know
(see Figure 6 for this):

• The square denotes the target profile.
• The dot indicates the base style.

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