The Benchmark Program

Putting the pieces together

The benchmark program provides a way to grade applicants or current employees against the top person(s) in a department. How many times have you said, "I wish I had ten more people like Johnson?" Entering Johnson's chart scores in a benchmark file and then running everyone's reports with that file, will give you an indication of how close your other applicants are to your ideal person. Page 2 of each report shows you the comparison between the applicant's scores and the benchmark scores.

Plus-32 System Benchmark Files

The included benchmark files are generic files with data taken from the thousands of profiles completed over the years. We compiled this information and designed benchmarks based on the most common personalities, traits, and strengths. We strongly suggest testing the best people in your departments to create your own personalized benchmarks for each department. Our reasoning for this is that it is difficult to compare a good salesperson in New York City with a salesperson in Amman. The sales styles and manners would be very different; i.e., what works best in New York City might not work at all in Amman.

If we focus on sales, you might have two or three top salespeople with different personalities. This would mean each has found their own niche in the marketplace and is selling those types of clients. You would then decide which one is selling the types of clients you want most and make your benchmark from that salesperson. You could also design benchmarks for the other two and hire every second or third salesperson using those benchmarks.

Sample Benchmarks

The man-top.bch

This is the typical president or strong VP benchmark. A workaholic, determined to succeed. Will want a piece of the action to stay for any length of time. Keep the challenges coming, because they can handle them.

The man-mid.bch

This is the typical VP benchmark, who works well with the A/C presidents, and can handle the employees. They have most of the traits that the presidents generally lack, so the two work well together. This personality likes direction and will take advice as well as give advice. This is the most common partnership in the business world today, as it works very well.

The B/A might work also, but you would need a president with much patience to handle this personality.

The man-prod.bch

This is a typical lower management benchmark. This one was taken from production managers and shows the different traits and personality that is needed for this position. This would be used in any lower management position which deals with following orders, keeping on schedule, and managing workers. The D/C with similar traits is also a possibility.

The man-retl.bch

This is the typical retail managerís benchmark. Managers tested worked for department stores, tire stores, and at the parts counter of an automobile dealership. The one interesting thing we observed was that the C/A or C/D with these traits did well. Although the C/A is stronger, the C/D seems to do just as well. Another possibility would be the D/C with similar traits.

The clerical.bch

This is the typical secretary benchmark. A D/C will work out as well in this position. Over 400 secretaries were tested for this benchmark, with the C/D testing the highest.

The B/D was the third highest personality for this position, but tested much lower in essential traits.

The labor.bch

This is the typical production worker benchmark. Any job that needs consistency day in and day out and has a structured work environment needs this type of person. A B/D may work, but is harder to handle and may not have good time management skills.

The sales-ba.bch

This is the typical car salesperson. Aggressive, outgoing and will go for the check. Hard to manage and needs good direction. Dislikes routine and details. Has a problem understanding the C-type personality.

The A/B is stronger and easier to manage. Use this when you need a one-call closer for a non-technical sale. They make good cold callers.

The sales-ca.bch

This is the typical high tech, low-keyed, patient salesperson. This person sells computers and widgets. They will go into great detail with presentations and handholding. Then send in the A/B, A/C to close the deal when they are through.

The C/D works well in this type of position also.

The sales-dc.bch

This is the in-store retail type clerk. The aggressive trait is the most important because it will make the difference between a clerk and a salesperson. The sales test score should be at least a level 3. The D/C works the best; however, sometimes a C/D works here, even though they do a better job of managing the D/C.