Have you noticed unpredictable shifts in customer behavior? Or maybe your sales team is feeling unsure about how best to approach potential clients? The good news is that understanding human behavior can bring clarity and direction. DISC, a tool for understanding personality styles, offers valuable insights that can transform how your team connects with customers.
DISC helps to show that, while everyone is unique, people are predictably different. By recognizing these predictable differences, your team can tailor their approach, build rapport, and more accurately anticipate customer needs and preferences.
Sun Tzu once said:
“If you know the enemy and know yourself, you need not fear the result of a hundred battles.”
In business, “the enemy” isn’t a competitor; it’s the unknown. DISC assessments help bring both self-awareness and insight into the people we interact with every day. With this understanding, your sales and service teams are empowered to engage confidently, adapt flexibly, and perform consistently.
Steps to Equip Your Team for Success
Start with Self-Awareness
Self-awareness is foundational for any team striving for success. The DISC Sales Report provides a specialized lens for sales and customer service professionals, helping them understand their strengths and areas for growth. With DISC, team members gain a universal language of behavior that enhances communication and helps them operate confidently in their strengths.
Understand Thinking Styles, Values, and Motivators
Going beyond DISC by itself, the 4D Report integrates DISC with TEAMS, Values, and Behavioral Attitudes for a deeper dive into individual and team dynamics. This combined approach reveals:
- Core beliefs and motivators that drive behavior
- Natural team roles suited to each individual
- Potential challenges someone might face in their role
Think of DISC as the tip of the iceberg, with TEAMS, Values, and BAI revealing the deeper layers hidden below the surface. The 4D Report offers a holistic view, making it a powerful tool for team building. When teams understand each other’s strengths and motivators, collaboration improves, productivity rises, and each member can more easily find alignment in their role.
Invest in Professional Development
Training is key to keeping skills sharp and aligning your team with strategic goals. PeopleKeys' Pro-Sold Training Course is designed specifically for sales professionals, offering a seven-step process to create personalized sales strategies. Unlike typical sales training, this course encourages individual ownership, leading to a higher success rate in closing deals.
For managers and team leaders, DISC certification can provide advanced insights into team dynamics. While not required to administer DISC, certification equips leaders with a deeper understanding of DISC’s applications, enabling them to make more informed decisions, mentor effectively, and foster a supportive, collaborative team culture.
Optimize Organizational Development
Over time, building internal training and development programs can be a game-changer for your organization. For example, DISC-based hiring can help ensure you’re bringing in candidates who naturally fit the roles you need. DISC assessments can reveal whether a position may require more people-oriented or task-oriented personalities, making hiring decisions more precise and predictive.
While outsourcing training is common, it can be costly and time-consuming. By investing in DISC training for your talent management team, your organization can take control, equipping your people with the skills and insights needed to succeed without needing external training providers.
Equipping your sales and customer service teams with DISC assessments and related training can lead to a more confident, adaptable, and effective team. From understanding themselves to better connecting with others, DISC provides a roadmap that can transform interactions, enhance customer experiences, and contribute to lasting success.
