Assertiveness
Candidates with Strong Assertiveness Gravitate towards Leadership Roles
Test candidates for assertiveness and discover the natural born leaders in your talent pool.
Assertiveness
Definition
The comfort one has to express oneself boldly, to persuade, to persist or to speak up. The willingness to impose themselves on another.
It measures the willingness in difficult situations to jump in and say something without outside motivation. Also, it measures the willingness to take control of conversations in some way. For example, in sales it is the willingness to openly ask for a sale, ask for the money, persist with questions or close a sale.
What the Trait is NOT
This trait does not measure aggressiveness although people who score high in assertiveness are sometimes aggressive in their dealing with other people. It does not always measure ability or willingness to talk. It does not measure aggressiveness toward dealing with situations.
Closely Related Traits
• Self-Esteem
• Confronting People
• Competitiveness
Closely Related Tests
Predictor Profile
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Extreme Low Range
0 to 14 These people find it very uncomfortable to speak up when they know they should. They cause delays and problems when they do not speak up. For example, I know of one lady hired as a bookkeeper who didn’t go to her boss for help when she was having a software problem and just let the work build up. A person in this range should not be in a position that frequently deals with and controls people or requires changing someone’s mind. These people should not be put in charge of more than three subordinates and definitely not put in charge of another supervisor who has subordinates. Because these people don’t speak up when they should, it is important for their supervisors to encourage them to voice their concerns and make them feel safe about what they say. This is not an indicator of attitude problems. WARNING: These people are telling you in no uncertain terms they are very uncomfortable about persuading others.
Low Range
15 to 39 These people find it uncomfortable to speak up when they know they should. They cause delays and problems when they do not speak up. A person in this range should not be in a position that frequently deals with and controls people. These people should not be put in charge of more than three subordinates and definitely not put in charge of another supervisor. Because these people don’t speak up when they should, it is important for their supervisors to encourage them to voice their concerns and make them feel safe about what they tell you. WARNING: These people are telling you in no uncertain terms they are uncomfortable about persuading others.
Medium Range
40 to 60 Shows a good balance of Assertiveness. This trait in this range would not adversely affect any position.
High Range
61 to 95 They have no problems influencing other people. They are likely to persist in changing someone’s mind about something. The assertiveness may turn into aggressiveness at times. They deal with people or control people comfortably and gravitate to leadership roles.
Extreme High Range
96 to 100 They have no problems influencing other people. They are likely to persist in changing someone’s mind about something. They deal with people or control people comfortably and gravitate to leadership roles. The assertiveness may turn into aggressiveness too often. This person could easily overwhelm others and drive out their initiative by fear. They deal with people or control people almost compulsively and gravitate to leadership roles. This not an indicator of integrity and attitude problems.
Interview Questions
When you find out you need more information from a customer to complete a task, how would you go about getting it if you had their fax number, e-mail address, phone number and address?
How long would you wait if they didn’t respond right away?
(If they say it depends.) What would it depend on?
(If other than the telephone) What would you do if they didn’t respond in that time?
Why is that?
What would you do it they still didn’t respond?
(If they said they would use a telephone.) Would you leave a message or keep calling?
(If they said they would keep calling.) How often would you keep calling?
Is it easier to do something yourself than ask reluctant co-workers to do their job?
Do you enjoy convincing others of your ideas?
How do you feel about upsetting someone you are trying to persuade?
What do you feel is the best strategy when someone says NO to your request?
Do you prefer letting others make up their own minds?
Do you enjoy changing someone’s mind just for the challenge of it?
For Manager Empathy
High scores of assertiveness are constantly seen in top performers of Leadership and Sales Roles. Test candidates for the assertiveness traits to hire the best for those positions.
