| My experience with DISC profiles is mainly in | | | | them understand how their own style impacts their |
| Management Training and Sales Training. DISC is a | | | | interactions with the people they work with. Secondly it |
| personality profile that measures four dimensions of | | | | helps them understand how other people's styles |
| one's personality; Dominance, Influence, Competence, | | | | impacts those people's reactions to their style. There |
| and Steadiness. Some refer to the C as Compliance, | | | | are no preferred or right styles, only different styles. |
| we just always used the term Competence. Most | | | | Understanding your own style and others can assist |
| people have some levels of all four dimensions or | | | | managers in how to deal with people of different |
| styles, but usually have one or two primary styles. | | | | styles. We don't try to get people to change who they |
| An easy way to think of these four styles is to think | | | | are, rather we try to give them an understanding of |
| of two areas of reference. How does one approach | | | | how they approach things and how that can effect |
| their environment? Do they like to maintain things as | | | | people that approach things differently. This knowledge |
| they are or do they like to shape or change things. | | | | can help them to be better at getting things done |
| The other area of reference is are they more people | | | | through others. |
| oriented or task oriented. | | | | When we use these profiles in Sales Training we help |
| Competence and Steadiness personalities tend to | | | | the people understand how their style can impact their |
| want to maintain things as they are. They tend to like | | | | interactions with customers. Understanding how to be |
| the status quo. Dominance and Influence styles like to | | | | sensitive to learning the styles of their customers and |
| shape or change their environment. Dominance and | | | | potential customers can help them to see the best |
| Competence tend to be task oriented, while Influence | | | | way to approach those people. You learn how people |
| and Steadiness are people oriented. | | | | prefer to be treated, or how they prefer to approach |
| When we use these profiles for Management Training | | | | things. If you are truly trying to serve the customer, you |
| we like to have the entire management team take the | | | | should want to do business with them in the manner |
| profiles. This helps them on two levels. First it helps | | | | that the customer prefers. |