DISC: More than Meets the Eye
Written on the 4 May 2015 by Markku Kauppinen, Extended DISC North AmericaAsk 100 salespeople, and the odds are good that at least 80 of them will insist that they "know all about" the DISC behavior assessment tool. D-style people are decisive, tough, and impatient. I-style people are sociable, talkative, and open. S-style people are calm, steady, and laid back. C-style people are precise, exact, and analytical. What else is there?
Actually, quite a lot. Having that kind of familiarity with the four behavioral styles is a great start but only a start. There are four steps that sales professionals (and others) need to complete in order to get the most from DISC. They are:
Markku Kauppinen is the President and CEO of Extended DISC North America, Inc. His focus and passion are to help executives to make better decisions about their employees, teams and organization.
Excerpted from The Sandler Advisor Newsletter, Winter 2015 Issue. ©2014 Sandler Systems, Inc. All rights reserved.
Author: Markku Kauppinen, Extended DISC North America