© CRM Business Solutions © CRM Business Solutions “Behaviour in the Workplace”

© © CRM Business SolutionsCRM Business Solutions

“Behaviour in the Workplace”

Personality traits

Self-awareness

Self-esteem

Skills & Knowledge

Experience

Ambition

Passion

Trust

Cultural background Social

background

Views & attitudes

Personal Values

Confidence &

Self-worth

Position Power

Response to pressure

Factors impacting on human behaviour…..

Three factors impacting on behaviour…

OUTPUTS

Power of Position

Personality Traits

Emotional Intelligence

● Self-awareness

● Self-control

● Motivation

● Empathy

● Social skills

● Drive

● Challenge

● Control

● Compliant

● Influential

● Interactive

● Systematic

● Organised

● Ownership

● Position

● Influence

● Authority

● Responsibility

● Specialist skills

D CI S

INFLUENCE STABILITY CONFORMITY

Prof William Marston – Behavioural Preferences

DOMINANCE


ABL Driving Performance Workshops

D C I S

INFLUENCE STABILITY CONFORMITYDOMINANCE



D CI S

CHALLENGE

RESULTS

CONTROL

POWER

DOMINANCE INFLUENCE STABILITY CONFORMITY

DRIVEN

FOCUSED

COMPETITIVE

DIRECT

DEMANDING

ASSERTIVE

DECISIVE

DARING

BLUNT

SELF STARTER

DOMINANCE



D CI S

CHALLENGE

RESULTS

CONTROL

POWER


INFLUENCE

RELATIONSHIPS

SENSITIVITY

PEOPLE

DRIVEN

FOCUSED

COMPETITIVE

DIRECT

DEMANDING

ASSERTIVE

DECISIVE

DARING

BLUNT

SELF STARTER

COMMUNICATIVE

FRIENDLY

POSITIVE

VERBAL

PERSUASIVE

INTERACTIVE

OUTGOING

CHARMING

PARTICIPATIVE

EMOTIONAL

INFLUENCE



D CI S

CHALLENGE

RESULTS

CONTROL

POWER


STRUCTURE

PLANNING

PROCEDURES

PACE

INFLUENCE

RELATIONSHIPS

SENSITIVITY

PEOPLE

DRIVEN

FOCUSED

COMPETITIVE

DIRECT

DEMANDING

ASSERTIVE

DECISIVE

DARING

BLUNT

SELF STARTER

COMMUNICATIVE

FRIENDLY

POSITIVE

VERBAL

PERSUASIVE

INTERACTIVE

OUTGOING

CHARMING

PARTICIPATIVE

EMOTIONAL

AMIABLE

DELIBERATE

ORGANISED

LISTENER

CONTROLLED

PERSISTENT

CONSISTENT

PATIENT

DEPENDABLE

STABLE

STABILITY



D CI S

CHALLENGE

RESULTS

CONTROL

POWER


STANDARDS

RULES

INFORMATION

POLICY

STRUCTURE

PLANNING

PROCEDURES

PACE

INFLUENCE

RELATIONSHIPS

SENSITIVITY

PEOPLE

DRIVEN

FOCUSED

COMPETITIVE

DIRECT

DEMANDING

ASSERTIVE

DECISIVE

DARING

BLUNT

SELF STARTER

COMMUNICATIVE

FRIENDLY

POSITIVE

VERBAL

PERSUASIVE

INTERACTIVE

OUTGOING

CHARMING

PARTICIPATIVE

EMOTIONAL

AMIABLE

DELIBERATE

ORGANISED

LISTENER

CONTROLLED

PERSISTENT

CONSISTENT

PATIENT

DEPENDABLE

STABLE

CAUTIOUS

CAREFUL

COMPLIANT

PERFECTIONIST

ACCURATE

PEDANTIC

PRECISE

FACTUAL

DISCIPLINED

WORRIER

CONFORMITY



D

CHALLENGE

RESULTS

CONTROL

POWER

DOMINANCE

DRIVEN

FOCUSED

COMPETITIVE

DIRECT

DEMANDING

ASSERTIVE

DECISIVE

DARING

BLUNT

SELF STARTER

I

INFLUENCE

INFLUENCE

RELATIONSHIPS

SENSITIVITY

PEOPLE

COMMUNICATIVE

FRIENDLY

POSITIVE

VERBAL

PERSUASIVE

INTERACTIVE

OUTGOING

CHARMING

PARTICIPATIVE

EMOTIONAL

S

STABILITY

STRUCTURE

PLANNING

PROCEDURES

PACE

AMIABLE

DELIBERATE

ORGANISED

LISTENER

CONTROLLED

PERSISTENT

CONSISTENT

PATIENT

DEPENDABLE

STABLE

C

CONFORMITY

STANDARDS

RULES

INFORMATION

POLICY

CAUTIOUS

CAREFUL

COMPLIANT

PERFECTIONIST

ACCURATE

PEDANTIC

PRECISE

FACTUAL

DISCIPLINED

WORRIER

D

I

S

C



Characteristic Combinations



Characteristic Combinations



INDUSTRIAL CLIENT – Percentage of People with Highest D.I.S.C. Factors (118 Managers)

“CORE DRIVERS”

0

5

10

15

20

25

30

35

40

45

D - 27% I - 33% S - 12% C - 28%

PERCENTAGE

NO

OF

PEO

PLE



C - 71%

D - 42%

I -60%

I - 34%

D - 28%

S - 12%

D – 27%

I- 33%

C – 28%

S – 12%

0

10

20

30

40

50

60

70

80

D - 53% I - 64% S - 48% C - 61%

PERCENTAGE

NO O

F PE

OPL

EINDUSTRIAL CLIENT – Percentage of People with High Overall D.I.S.C. Factors (112 Managers)

“UNDERLYING DRIVERS”



C - 71%

D - 42%

I -60%

54%

64%

59%

D - 54%

S - 47%

I -64%

D – 53%

I – 64%S – 48%

C – 61%

INDUSTRIAL CLIENT – Senior Management Team (13 Managers)Percentage of People with Highest D.I.S.C. Factors

“CORE DRIVERS”



0

1

2

3

4

5

6

7

8

D - 54% I - 31% S - 0% C - 15%

PERCENTAGE

NUMB

ER O

F PE

OPLE

C – 15%

I – 31% 54%

INDUSTRIAL CLIENT – Senior Management Team (13 Managers) Percentage of People with high overall D.I.S.C. Factors



0

2

4

6

8

10

12

D - 85% I - 77% S - 15% C - 31%

PERCENTAGE

NUMB

ER O

F PE

OPLE

S – 15%

C – 31%

I – 77%

D – 85%

0

5

10

15

20

25

30

D - 15% I - 28% S - 18% C - 39%PERCENTAGES

NU

MB

ER

OF

PE

OP

LE

INDUSTRIAL MANUFACTURER - Behavioural Breakdown by Highest D.I.S.C. Characteristic (62 People)

C - 39%

S - 18%

15%

28%



INDUSTRIAL MANUFACTURER – Percentage of People with High D.I.S.C. Factors (62 People)

I -60%

C – 71%

S – 65%

D - 42%



0

5

10

15

20

25

30

35

40

45

50

D - 42% I - 60% S - 65% C - 71%

PERCENTAGES

NU

MB

ER

OF

PE

OP

LE

INDUSTRIAL MANUFACTURER – Management Breakdown by Highest Characteristic - (11 People)

0

0.5

1

1.5

2

2.5

3

3.5

4

4.5

D - 27% I - 37% S - 9% C - 27%

PERCENTAGES

NU

MB

ER

OF

EM

PL

OY

EE

S

I - 37%

S - 9%

D - 27%C - 27%



INDUSTRIAL MANUFACTURER – Percentage of Management with High D.I.S.C. Factors - (11 People)

0

2

4

6

8

10

12

D - 73% I - 91% S - 45% C - 45%

PERCENTAGES

NU

MB

ER

OF

PE

OP

LE

I - 91%

D - 73%

C - 45%

S - 45%



INDUSTRIAL MANUFACTURER Commercial/Financial Behavioural Breakdown by Highest D.I.S.C. Characteristic – (14 People)

0

1

2

3

4

5

6

7

8

D - 14% I - 14% S - 22% C - 50%

PERCENTAGES

NU

MB

ER

OF

PE

OP

LE

C – 50%

D – 14%

I – 14%

S - 22%



0

2

4

6

8

10

12

14

16

D - 36% I - 43% S - 79% C - 100%

PERCENTAGES

NU

MB

ER

OF

PE

OP

LE D – 36%

I –43%

S – 79%

C - 100%



INDUSTRIAL MANUFACTURER Commercial/Financial Percentage with High D.I.S.C. Factors – (14 People)

INDUSTRIAL MANUFACTURER – Sales Highest D.I.S.C. Characteristics – (9 People)

0

1

2

3

4

5

6

7

D - 0% I - 67% S - 0% C -33%

PERCENTAGES

NU

MB

ER

OF

EM

PL

OY

EE

S

C – 33%

I – 67%



0

1

2

3

4

5

6

7

8

9

D - 44% I - 89% S - 67% C -78%

PERCENTAGES

NU

MB

ER

OF

EM

PL

OY

EE

S

D – 44%

I – 89%

S – 67%

C – 78%

INDUSTRIAL MANUFACTURER – Sales Percentage of People with High D.I.S.C. Characteristics – (9 People)



INDUSTRIAL MANUFACTURER Engineering/Technical Behavioural Breakdown by Highest D.I.S.C. Characteristic – (8 People)

0

1

2

3

4

5

6

D - 0% I - 0% S - 38% C - 62%

PERCENTAGES

NU

MB

ER

OF

PE

OP

LE

C – 62%

S – 38%



0

1

2

3

4

5

6

7

8

9

D - 37% I - 25% S - 63% C -100%

PERCENTAGE

NU

MB

ER

OF

EM

PL

OY

EE

S

C – 100%

D – 37%

I – 25%

S – 63%



INDUSTRIAL MANUFACTURER Engineering/Technical Percentage of People with High D.I.S.C. Characteristics – (8 People)

“He who knows others is learned,

he who knows himself, is wise”

(Lao Tse)

Documents

© CRM Business Solutions © CRM Business Solutions “Behaviour in the Workplace”