INTELLIGENCE is a much maligned area of psychology because
so few understand its roots. Though it may come with a measurement like IQ, it is merely
a measure of how much one knows in relation to one's peers. So, a so-called
brainiac in high school, usually a reader or a tech wizard, against the
common denominator of the school, will show a much higher level then those
around him or her. In college or university, the comparison may drop the
difference in IQ levels, if not the actual points, by some
deriviative, simply because his or her peers are in a very
different level for that common denominator. Of course, when you spread the
evaluation over a large population, the IQ number may have more merit.
But, intelligence tests alone
do not help in the give and take world of sales and consulting. They do in
the technical arena, and are usually backed up by some form of skills
testing. With almost eighty percent of our clients, they are far more
interested in the next section!
We are not looking for perfection, for that is hard to achieve in any assessement.
On some problems there may be more than one level of answer, which can help or
hurt the score. But a 'somewhat' higher score translates to an ability to easily give
and take in sales, based on training, of course, and this makes it much
easier to be either convincing or consultative. A 'lower' score within reason, almost
always is found in higher Analysis and the service worlds, such as administrative people and
background functions. Consutlants and counselors, those with higher
Extroversion and Analysis together, will often be good with people,
thoughtful, careful, but not... quick.
The range most managers (for sales oriented people) seek is upwards from
20, with a cap about 45. The top scores may not fit well, because most positions
in the PEAC System® family of clients are thought to be boring to those too
cerebral, especially if quick. Those loftier scores are seldom seen. It is not a contest, but
an indicator of the ability to communicate quickly.
Less than zero and down to
the deepest, a -86 usually indicates a correspondingly more careful thinker, and
will be reflected in a higher Analysis and higher Conformance in the PEAC System® evaluation. Less than
zero, and it is available, has two indicators. If the individual, under
the pressure of a timed test, simply guessed at the answers, regardless of
the profile, he or she will suffer in the score. They are hit hard for wrong answers. A strong
Type A in the PEAC evaluation, say, over sixty-five on the ruler below it, with very low Analysis, will often
fall for this trap. But then, they are often some of the hardest to manage and keep under control
SMART ENOUGH?
'Smart' can apply to anyone, good GPA,
professional degrees, and so on. 'Bright', on the other hand, implies
intelligence with a degree of speed. Too much speed, once again, often
creates guesswork and will pull the score down. Interestingly, in over
four thousand units, one individual attained a sixty-two. Not the top
availailable, but his 'hobby' was challenging puzzles of all kinds!
Consider that as a warning. His score did not help him in the give and
take world and he washed out of a sales oriented position in less than a
month! Careful role play and interview would have put an end to the process.
Sometimes we are wowed by presence and gut instinct... and often wrong.
Success is all about not only how smart a person is, but requires enough
low Analysis to shift towards bright.
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