Leading the Channel in IT Business Transformation

Welcome to DISC

Presented by Leigh McKay and Suzy Pool

Session Aims

• A clear description of each type• An explanation of the graph report • A couple of case studies • What to look out for in each • What motivates and what causes fear• An interactive exercise

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Session Outcome

• That each of you leaves here with a greater understanding of DISC

• How it will hugely help you to understand and work more effectively with your clients and your team members

• How much it can help your business success

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Introduction: the power of DISC and it’s benefits

Measures Behavioural Patterns• Does not measure ability• Does not measure experience• Does not measure training• There is no “perfect” sales profile

Benefits of using DISC• Improved communication• Managing change well• More effective team meetings• Better understanding of what motivates people• Avoidance of conflict and misunderstanding• Better sales conversations• Greater cooperation• Leading to BETTER BOTTOM LINE RESULTS!

DISC Profiling An Acronym of 4 personality groupings

• Dominant • Influencing• Steady• Compliant

• There are 42 different mixes • Like a cup of coffee.....with different

quantities of coffee, milk, water, sugar

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Disc Profiling for personal and team performanceTeam Performance• Report has 3 chart• Public Perception (greatest change)• How you are seen by others

• Self Perception (slower to change)• How you see yourself

DISC Traits

Outgoing

Task

Reserved

People

D Style OverviewMotivated by : Power and Authority

Management style : Directing

Communication Style : Tells

Method of control : Force of character

Value to the organisation : Drive for results

I Style overview

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Motivated by : Praise and recognition

Management style : Motivating and inspiring

Communication Style : Sells

Method of control : Verbal persuasion

Value to the organisation : Working well with people and generating enthusiasm

S Style OverviewMotivated by : Security

Management style : Organising

Communication Style : Listens

Method of control : Slowing down

Value to the organisation : Service and support

C Style Overview

Motivated by : Systems and Procedures

Management style : Rule enforcement

Communication Style : Writes

Method of control : Information

Value to the organisation : Quality and Standards

D I

SC

How Does Your Client Behave?

Active Fast-Paced

Moderate-PacedThoughtful

Questioning Accepting

Goals of each type

• D - have control• I - have fun• S - have security• C - have perfection

Fears of Each type

• D - being taken advantage of and failure• I - rejection and loss of popularity• S - loss of security and change• C - criticism and conflict

In an Antagonistic Environment

• D – Manipulative demanding; rude and tactless

• I - Angers easily and forgets obligations

• S – Responds passive aggressively• C – Responds passive aggressively

and seeks to justify their actions. Impractical and unsocial

Case Study

• LeadingEdge a successful Managed Service Provider for 15 years

• Based in Ashford, Surrey• Size of company being 10• Clientele mainly the Greater London

area• DISC had a transformational effect on

our team

Organisational Chart

CEO

Operations

Technical Team

Project ManagerService Manager

Purchase Resource

HRPayroll

AccountsAdmin

CFO MarketingSales

NOC

Short Exercise

• Work in pairs

• Write down your partner’s answer word for word. • 2 minutes each wayWhy did you choose your current job/career?

Why did you choose your current job/career?

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Best Team on BoardTeam Coaching Day

• Self Awareness • Team cohesion • Understanding own and other’s behaviour• Effective and improved communication

• www.workwiseltd.co.uk

Thanks for listening

• Questions and answers• You are welcome to catch us in the tea and

lunch break.

Presented by Leigh McKay and Suzy Pool