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Welcome!Everything DiSC Tour
In this session:
• Evolution of DiSC theory and tools• Tours
–ED Sales–ED Management–ED Workplace–DiSC 363–Work of Leaders–MyEverythingDiSC.com
Views Self as More Powerful
than Environment
Views Self as Less Powerful than Environment
Sees Environment as
Unfavorable
Sees Environment as Favorable
Marston’s Theory
InducementDominance
SubmissionCompliance
Views Self as Less Powerful than Environment
Calm, Cautious, Reflective, Methodical
Views Self as More Powerful
than Environment
Fast-Paced, Bold, Outspoken, Assertive
Sees Environment as
Unfavorable
Sees Environment as Favorable
Questioning SkepticalLogic-focused Challenging
Accepting Warm
People-focusedEmpathic
Conceptual Theory to Behavioral Model
C S
iD
DiSC® Dimensions and StylesFast-Paced
Bold
Calm Cautious
InfluenceDominance
Steadiness
QuestioningLogic-focused
AcceptingPeople-focused
Conscientiousness
Forced-Choice Assessment
DiSC Classic® ResultsObjective Thinker
Result-Oriented
Inspirational
Creative
Promoter
Persuader
Counselor
Appraiser
Specialist
Achiever
Agent
Investigator
Developer
Perfectionist
Practitioner
D i S C
79-Item, 5-Point Scale
Everything DiSC® 79-Item Results
18% More Accurate
Take everything about Everything DiSC®
and make it better!
Everything DiSC® Innovation
• Maximize precision• Maximize confidence• Maximize personalized feedback
Adaptive Testing
Adaptive Testing (AT)• Contemporary assessment method• Respondents answers determine the next
questions they’re given• Benefits of AT
– Increases precision– Reduces response time
Other Assessment Improvements
Product-specific response items • Each profile has unique assessment items to measure product-
specific priorities• More data improves the personalization of the profile feedback
Highly Personalized Feedback
More Personalized Action Steps
Everything DiSC® Sales
• Uses DiSC® to help salespeople connect better with their customers
• With Everything DiSC® Sales, salespeople will– Read their customers– Adapt their approaches – Close more sales
Everything DiSC® Sales Research Study
• 1,047 people surveyed about their preferences about salespeople
“What is vitally important when working with a salesperson?”
analytical, systematic and
precise
Is passionate and enthusiastic
Makes it happen quickly and easily
Looks out for their best interests
Is thorough and responsible
It depends on Customer Priorities
patient, even-tempered and
accommodating
lively, energetic and outgoing
driven, forceful and decisive
Enthusiasm
Relationship
Dependability
Competency
Results
Action
SincerityQuality
Customer Priorities
D i
C S
Video Introduction to Everything DiSC Sales
• Customer Interaction Mapping (p. 21)
• Customer Interaction Plan (p. 22)
Adapting to a Specific Customer
Enthusiasm
Relationship
Dependability
Competency
Results
Action
Customer Interaction Map
D i
SC
SincerityQuality
Everything DiSC® Sales Video
DiSC® Customer Priorities
Customer Priority Interviews
DiSC® Sales Styles
Customer Mapping
Adapting to the Styles Matrix
Example: D Customer
Salesperson
Adapting to the Styles MatrixCu
stom
er
A B
A B
A B
A B
A B
A B
A B
A B
A B
A B
A B
A B
A B
A B
A B
A B
Renee Laura Eric Marc
Ann
Michael
Christiana
Jesse
Main Menu
Customer Mapping
DiSC Customer Priorities
Adapting to the Styles Matrix
Customer Priority Interviews
DiSC Sales Styles
GuidedDemo
Customer Interaction Maps
Applying DiSC® in the Organization
Everything DiSC® Comparison Report
Everything DiSC® Comparison Report
• Six significant behavioral trait comparisons
• Process to explore these comparisons– Discover– Personalize – Apply
Everything DiSC® Management
• Uses DiSC® to help managers bring out the best in each employee
• With Everything DiSC® Management, managers will– Develop their styles– Improve communication – Increase employee engagement
• 847 employees were asked about their management perceptions
Everything DiSC® Management Research Study
“My manager enhances my job satisfaction and work quality.”
“My manager either diminishes or does not contribute to my job satisfaction or my work quality.”
47%
53%
Employee Priorities DifferResearch Results:
D i
C S
Intro Video: DiSC® Management Styles
Everything DiSC® Management Profile
• 26-page report• Personalized, based on responses to adaptive
testing• Focuses on DiSC® relevance to managers
– Your DiSC Management Style– Directing & Delegating– Motivating– Developing Others– Working with Your Manager
Adapting Your Approach
• Working with Your Manager (p. 22-26)
– Understanding manager’s priorities and preferences
– Advocating and getting buy-in
– Dealing with conflict
– How Your Manager Sees You
Program principles apply to working with your boss
Everything DiSC® Management
Directing and Delegating
Working with Your Manager
Management Styles
People Reading
Creating Motivating Environments
Follow-up Report
Everything DiSC Workplace®
• The third application in the Everything DiSC® family of products
• Uses DiSC to improve the quality of the workplace– Understand and appreciate the style
of people they work with– Create more effective and productive
working relationships.
Connecting with Others
Research Results: Coworker Priorities Differ
D i
C S
Everything DiSC Workplace® Profile
• Personalized, based on responses to adaptive testing
• Applies DiSC® relevance to interacting in workplaces– Discovering Your DiSC Style– Understanding Other Styles– Building More Effective Relationships – Personalized Style Guide
How would you describe yourself in the workplace?
Choose Your CoworkerHandout 2.1
What are your pet peeves?
What may be difficult about working with you?
How do you handle conflict?
Take notes on the coworkers’ responses to the following interview questions:
Choose Your Coworker
Most like to work with
Least like to work with
?
Handout 2.1
What’s difficult What works
Christiana – S Style Support, Stability, Collaboration
What’s difficult What works
Jesse – C Style Accuracy, Stability, Challenge
What’s difficult What works
Anna – i Style Enthusiasm, Action, Collaboration
What’s difficult What works
Carlos – D Style Results, Action, Challenge
Least Want to Work With
Building Effective Relationships
Everything DiSC® Comparison Report
Leadership
Everything DiSC 363
360° feedback combined with three personalized strategies for improving leadership effectiveness.
The Model
To be a successful leader…
All eight approaches contribute to leadership success
While you don’t need to excel in every area, you need at least some level of competency in each to be a great leader
Leaders are most likely to have strengths in areas that reflect their own styles
Understanding yourself better is the first step to becoming more effective when leading others
Self vs. Raters
•The dotted-line shape is a reflection of the Leader’s responses to the 72 Leadership Behavior items
•Helps Leader see gaps between Self and Raters
The Leader’s StrengthsThe Strengths are determined by the Raters
3 Personalized Strategies
The Apply tips are written from the Leader’s DiSC®
style
3 Strategies your raters said they want you to do more of (weighted)
Taking the sting out of 360
• “Who said that?”
• CommentSmart™
• …to the Rescue!
The #1 reaction to 360 assessments….
Rater Experience
Part 2: Leadership Requests– 24 behaviors, Do you want to see more/less of this
from the Leader?• Yes, a lot more• Yes, a little more• No
The Rater: Part 2 • 24 Leadership Requests, including CommentSmart ™
Yes, a lot more or Yes, a little more
Comments are presented for the rater to select from if the rater selected “Yes, a lot more” or Yes, a little more”
The Rater: Part 2• 24 Leadership Requests, including CommentSmart ™
No
Different comments are presented for the rater to select from if the rater selected “No”
Comments for Leader
Raters can select more than 1 comment in each CommentSmart group; number of pages determined by number of CommentSmart comments selected.
Pages 23+
Work of Leaders
Introduction to Work of LeadersHow does leadership connect to DiSC®?
DiSC is not a predictor of whether you can or can’t do the steps identified in the work of leaders
DiSC does helps you understand how much energy will be required in each step
Introduction to Work of LeadersHow is this different from other DiSC® profiles?
Your personalized profile focuses on developing preferred behaviors that are based on best practices
Understanding this helps you stretch into a preferred behavior when the situation calls for it
Based on research, some behaviors are known to be more effective over others in a given context
Your Leadership Priorities
Personalized, based on DiSC®
Same priorities as-363 for Leaders profile-The 8 Dimensions of Leadership Book Map
Leadership Style Overview
Describes your DiSC® style in the context of Vision, Alignment, Execution
Work of Leaders Process
Three steps
Three drivers of each step
Two behavioral continua for each driver, with “Best Practices” identified
Crafting a VisionBuilding Alignment Championing Execution
Clarity Best Practices
Clarity comes more naturally
Clarity takes more effort
Video Example
70
MyEverythingDiSC.com• Interactive follow-up site for Everything DiSC®
products
• Participants can create Comparison Reports, Customer Interaction Maps, learn about DiSC® and more—all in one place!
• Administrators can turn the site on before or after a training session
71
MyEverythingDiSC.com
Questions?
Dropbox Link for Further Exploration
• Video clips• Intro Chapter to The 8 Dimensions of
Leadership• Informational Brochures• Sample Reports
