The Impact of the Farmer Finding

Explanation:
This candidate will most likely NOT perform a cold-calling intensive regimen due to the combination of Need for Approval, Difficulty Recovering from Rejection and Dislike for Cold Calling (one of his/her Self-Limiting Records is 'I don't like making cold calls').

Impact:
As you can probably surmise, even if the salesperson overcame the dislike for making cold calls, the first time a prospect rejected him/her, it could take quite some time before the recovery was sufficient enough to get this salesperson back to making cold calls.  Add need for approval to that equation and this individual, even when making cold calls, won't ask any tough questions, won't hang in against stalls and put-offs, and won't approach a level of effectiveness required for consistent selling.

This combination of weakness will cause a 'do not hire'
recommendation when there are three or more major weaknesses and your Client Profile indicated that 80% of the salesperson's time
would be spent finding new business 
or
 when accompanied by another warning of this kind.