We have a seat for a High-Volume Outbound Sales Coordinator that requires high system compliance but quick action without over-analyzing. Our current seat holder is struggling. How do we use conative profiles like the Kolbe Index to redesign or re-staff this seat?

Question

Tyler Smith · Accepted Answer

To fix this issue, you must separate the cognitive ability of the person from their conative wiring. Your current seat holder might be highly intelligent and motivated, but if their natural way of taking action is misaligned with the seat, they will struggle and eventually burn out.

Use the Kolbe Index to assess the conative requirements of the High-Volume Outbound Sales Coordinator seat. This seat requires rapid, repetitive action, strict adherence to a sales script, and immediate follow-up. In Kolbe terms, you need someone with high Follow Thru to maintain the system, and low Fact Finder so they do not get bogged down in over-analyzing prospects before making a call.

If your current seat holder is a high Fact Finder and low Follow Thru, they will instinctively spend hours researching leads instead of dialing the phone. This is a conative mismatch.

Redesign the seat by explicitly stating the operational pacing required. If the current person is a mismatch, use the Kolbe results to find a seat in your organization that leverages their natural strengths, such as market research or deep-dive client success. Then, hire someone whose natural instincts align with the high-volume sales seat.