Order from The TEAM Approach 800/864-4911 Agenda Marston's DiSC ® Model DiSC PPSS EPIC Report General Characteristics Report Supplemental Reports Strategies

Order from The TEAM Approach800/864-4911

Agenda

Marston's DiSC® Model

DiSC PPSS EPIC Report

General Characteristics Report

Supplemental Reports• Strategies for Creating a Po

sitive Relationship

• Relating to People and Environment

• Strategies for Managing

• How this Person Tends to Manage

• Managing this Person in a Sales Environment

• Natural Approach to the Sales Process

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Marston’s Model

Favorable Unfavorable

Environment

Perceives environment as

Perceives self asSelf

More powerful than the environment

Less powerful than the environment


Marston’s Model: Environment

Perceives an UnfavorableUnfavorable Environment

Perceives a Favorable Favorable

Environment

D

S

i

C


Marston’s Model: Self

Perceives Self as More Powerful than the EnvironmentMore Powerful than the Environment

Perceives Self as Less Powerful than the EnvironmentLess Powerful than the Environment

D

S

i

C


Marston’s Model: Integrated

D

C

i

S

Perceives an UnfavorableUnfavorable Environment

Perceives a Favorable Favorable

Environment

Perceives Self as More Powerful than the EnvironmentMore Powerful than the Environment

Perceives Self as Less Powerful than the EnvironmentLess Powerful than the Environment


Marston’s Model: Integrated

DimensionEnvironment

Self

Dominance Unfavorable More powerful

Influence Favorable More powerful

Steadiness Favorable Less powerful

Conscientiousness Unfavorable Less powerful


High D

Sees an unfavorable environment that they want to overcome

Tries to change, fix, or control things


High i

Sees a favorable environment in which they can influence others

Tries to persuade, promote, or influence others


High S

Sees a favorable environment that they want to maintain

Tries to be cooperative, supportive, and agreeable while keeping things stable


High C

Sees an unfavorable environment that they do not want to try to change

Tries to work within established rules, guidelines, and procedures to ensure accuracy and quality


DiSC ® PPSS

DiSC ® PPSS helps individuals and teams improve their effectiveness in a wide range of business applications, including

Sales Management Customer service




Behavioral Highlights Highlights several

potential strengths


This graph displays the intensity of the four behavioral dimensions, D, i, S, and C, that make up the person’s profile pattern.



Graph

Behavioral Highlights


This graph displays the intensity of the four behavioral dimensions, D, i, S, and C, that make up the person’s profile pattern.



Graph





Behavioral Overview

Graph


The overview is a narrative description of the person's behavioral style




Behavioral Overview

Graph


The overview is a narrative description of the person's behavioral style




Tendencies Motivating Factors

Behavioral Overview/Narrative

Graph


– This section lists those factors that are most likely to motivate the person.




Tendencies Motivating Factors


Graph


– This section lists those factors that are most likely to motivate the person.



Preferred Environment

Tendencies


Graph


– This section describes a person's preferences for his or her work environment.




Preferred Environment

Tendencies


Graph


– This section describes a person's preferences for his or her work environment.





Tendencies


Graph


Tends to Avoid

– This section details the situations or activities that this person may tend to avoid.




Tendencies


Graph


Tends to Avoid

– This section details the situations or activities that this person may tend to avoid.




Tendencies


Graph


Strategies for Increased Effectiveness

– This section provides a list of possible action strategies for making the person more effective.




Tendencies


Graph


Strategies for Increased Effectiveness

– This section provides a list of possible action strategies for making the person more effective.




Tendencies


Graph


Demotivating Factors

– This section identifies the situations, activities, or types of interactions that may negatively affect the person's motivation.




Tendencies


Graph


Demotivating Factors

– This section identifies the situations, activities, or types of interactions that may negatively affect the person's motivation.




Tendencies


Graph


Behavior in Conflict Situations

– This section lists the potential behaviors the person may use in conflict, and can be used to look at the effectiveness of these behaviors.




Tendencies


Graph


Behavior in Conflict Situations

– This section lists the potential behaviors the person may use in conflict, and can be used to look at the effectiveness of these behaviors.


The Continuum displays the respondent's potential range of intensity for each of the behaviors listed, and can be used as a structure for considering and discussing individual differences.



Behavioral Tendency Continuum

Tendencies


Graph



The Continuum displays the respondent's potential range of intensity for each of the behaviors listed, and can be used as a structure for considering and discussing individual differences.



Behavioral Tendency Continuum

Tendencies


Graph



The worksheets provide an opportunity to use knowledge about the respondent’s behavioral tendencies to determine which action strategies would be most effective.



Worksheets

Continuum

Tendencies


Graph



The worksheets provide an opportunity to use knowledge about the respondent’s behavioral tendencies to determine which action strategies would be most effective.



Worksheets

Continuum

Tendencies


Graph



Supplemental Reports


• Strategies for Creating a Positive Relationship

• Relating to People and Environment• Strategies for Managing






This report describes how to create a positive relationship by using the most effective approaches based on the person’s behavioral style.

Strategies for Creating a Positive Relationship



Creating a Positive Climate This section provides

information about strategies that are likely to help create a beneficial work climate for this person.




Creating a Positive Climate This section provides

information about strategies that are likely to help create a beneficial work climate for this person.




How to Communicate This section describes

specific communication approaches that are most likely to be effective with this person.








How to Compliment This section indicates

which compliments a person with this style is most likely to appreciate.






How to Compliment This section indicates

which compliments a person with this style is most likely to appreciate.







How to Provide Feedback


This section describes feedback the best feedback approach based on the person's behavioral style.



How to Provide Feedback


This section describes feedback the best feedback approach based on the person's behavioral style.



How to Deal with This Person in Conflict


This section lists the potential behaviors the person may use in conflict, and includes specific strategies for responding effectively.



How to Deal with This Person in Conflict


This section lists the potential behaviors the person may use in conflict, and includes specific strategies for responding effectively.


How to Deal with This

Person's Problem-solving Style.



This section describes how this person is likely to approach problem-solving, and includes specific strategies for dealing effectively with this problem-solving style.


How to Deal with This

Person's Problem-solving Style.



This section describes how this person is likely to approach problem-solving, and includes specific strategies for dealing effectively with this problem-solving style.



How to Deal with This Person's Decision-making Style.


This section describes this person’s likely approach to making decisions, and includes specific strategies for dealing effectively with this person’s decision-making style.



How to Deal with This Person's Decision-making Style.


This section describes this person’s likely approach to making decisions, and includes specific strategies for dealing effectively with this person’s decision-making style.




A special worksheet is provided for processing the information in this report.

Worksheet




A special worksheet is provided for processing the information in this report.

Worksheet


Relating to People and Environment


This report describes how the person tends to relate to other people and environment based on his or her behavioral style.




This section describes how the person tends to communicate with others.

How the Person Tends to Communicate




This section describes how the person tends to communicate with others.

How the Person Tends to Communicate




This section describes how this person is likely to approach decision-making, and includes potential limitations or challenges.

How the Person Tends to Make Decisions




This section describes how this person is likely to approach decision-making, and includes potential limitations or challenges.

How the Person Tends to Make Decisions




This section describes how this person is likely to manage time, including possible limitations and challenges.

How the Person Tends to Manage Time




This section describes how this person is likely to manage time, including possible limitations and challenges.

How the Person Tends to Manage Time




This section describes how this person is likely to approach problem-solving, including possible limitations and challenges.

How the Person Tends to Solve Problems




This section describes how this person is likely to approach problem-solving, including possible limitations and challenges.

How the Person Tends to Solve Problems




This section describes how this person is likely to deal with stress, including possible limitations and challenges.

How the Person Tends to Handle Stress




This section describes how this person is likely to deal with stress, including possible limitations and challenges.

How the Person Tends to Handle Stress




A worksheet is provided for applying the behavioral information in this report.

Worksheet




A worksheet is provided for applying the behavioral information in this report.

Worksheet


Strategies for Managing


This report provides specific strategies for managing the person based on their behavioral style.


This section describes the approaches for development that are most likely to be effective for this person.

Developing





Developing





Developing

This section describes the motivating strategies most likely to be effective with this person.

Motivating





Developing

This section describes the motivating strategies most likely to be effective with this person.

Motivating





Describes the compliments that are most likely to be received positively by this person.

Complimenting





Complimenting



Counseling Describes the counseling

strategies most likely to be effective with this person.



Complimenting







Complimenting





Describes the approaches to problem-solving that are most likely to be effective for this person.

Problem-Solving



Complimenting





Describes the approaches to problem-solving that are most likely to be effective for this person.

Problem-Solving



Complimenting




Describes the approach to delegating most likely to be effective with this person.

Delegating





Delegating



Describes the correcting strategies most likely to be effective with this person.

Correcting



Delegating




Correcting



Delegating




Correcting

Describes the approaches to decision-making that are most likely to be effective with this person.

Decision-Making



Delegating




Correcting

Describes the approaches to decision-making that are most likely to be effective with this person.

Decision-Making



Delegating




Describes the methods of communication most likely to be effective with this person.

Communicating




Describes the methods of communication most likely to be effective with this person.

Communicating




A worksheet is provided for processing the information in this report.

Worksheet




A worksheet is provided for processing the information in this report.

Worksheet




How this Person Tends to Manage

This report describes the actions most natural for the person to use in eight different management skills areas, based upon behavioral style.



This section describes how this person is most likely to communicate when managing others.


Communicating





Communicating


Delegating This section describes

how this person is likely to delegate when managing others.




Communicating


Delegating This section describes

how this person is likely to delegate when managing others.




Communicating


Directing People



This section describes the behavior that this person is likely to use when directing the actions of others.



Directing People




Developing People This section describes the

approach for developing others that this person is likely to use.

Directing People





This section describes the behavior that this person is likely to use when directing the actions of others. Developing People

This section describes the approach for developing others that this person is likely to use.

Directing People






This section describes how this person is likely to approach decisions when managing others.

Decision-Making



Directing People This section describes the

behavior that this person is likely to use when directing the actions of others.




Directing People This section describes the

behavior that this person is likely to use when directing the actions of others.

This section describes how this person is likely to approach decisions when managing others.

Decision-Making





This section describes how this person is likely to handle time when managing others.

Managing Time





Managing Time





Managing Time

This section describes how this person is likely to solve problems when managing others.

Problem-Solving





Managing Time

This section describes how this person is likely to solve problems when managing others.

Problem-Solving




This section describes how this person is likely to approach motivating others.


Motivating Others



This section describes how this person is likely to approach motivating others.


Motivating Others



The worksheet helps determine how effective the person's natural approaches are when managing others and meeting the needs of his or her work environment.


Worksheet



The worksheet helps determine how effective the person's natural approaches are when managing others and meeting the needs of his or her work environment.


Worksheet



Managing the Person in a Sales Environment

This report provides specific strategies for managing the person in a sales environment, based on his or her behavioral style.




This section describes development strategies that are most likely to be effective for this person.

Developing





Developing


This section describes the motivation strategies that are likely to be most effective with this person.

Motivating




Developing


This section describes the motivation strategies that are likely to be most effective with this person.

Motivating




Developing




This section describes the type of recognition that is likely to be most meaningful to this person.

Giving Recognition





Giving Recognition


This section describes the coaching and counseling approaches that are most likely to be effective with this person.

Coaching/Counseling




Giving Recognition


This section describes the coaching and counseling approaches that are most likely to be effective with this person.

Coaching/Counseling




Giving Recognition




This section describes the most effective

communication approaches with this person.

Communicating




This section describes the most effective

communication approaches with this person.

Communicating


This section describes the approaches to problem-solving that are most likely to be effective with this person.

Problem-Solving





Problem-Solving





Problem-Solving



This section describes the best delegation approaches for this person.

Delegating



Problem-Solving



This section describes the best delegation for approaches this person.

Delegating




This section describes the most effective approaches to decision-making for this person.

Decision-Making




This section describes the most effective approaches to decision-making for this person.

Decision-Making




The worksheet helps process the information in this section and translate it into an action plan.

Worksheet




The worksheet helps process the information in this section and translate it into an action plan.

Worksheet



Natural Approach to the

Sales Process This report describes how the person would approach seven essential steps in the sales process based on his or her natural behavioral tendencies.



Planning This section describes

the person's preferred approach to planning sales calls.


Sales Process



Planning This section describes

the person's preferred approach to planning sales calls.


Sales Process



This section describes the person's preferred approach to opening sales calls.

Opening the Call


Sales Process




Opening the Call


Sales Process


This section describes the person's preferred approach to interviewing customers.

Interviewing



Opening the Call


Sales Process


This section describes the person's preferred approach to interviewing customers.

Interviewing



Opening the Call


Sales Process



This section describes the person's preferred approach to presenting information.

Presenting


Sales Process




Presenting


Sales Process




Presenting

This section describes the person's preferred approach for responding to customer concerns.

Responding to Concerns


Sales Process




Presenting

This section describes the person's preferred approach for responding to customer concerns.

Responding to Concerns


Sales Process



This section describes the person's preferred approach to getting the customer to commit.

Gaining Commitment


Sales Process



This section describes the person's preferred approach to getting the customer to commit.

Gaining Commitment


Sales Process



This section describes the person's preferred approach to follow-up and service.

Servicing


Sales Process



This section describes the person's preferred approach to follow-up and service.

Servicing


Sales Process



This worksheet is designed to develop an action plan for improving sales performance in each of the seven steps of the sales process.

Worksheet


Sales Process



This worksheet is designed to develop an action plan for improving sales performance in each of the seven steps of the sales process.

Worksheet


Sales Process

Marston's DiSC® Model

DiSC PPSS EPIC Report


• Strategies for Creating a Positive Relationship

• Relating to People and Environment

• Strategies for Managing




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Documents

Order from The TEAM Approach 800/864-4911 Agenda Marston's DiSC ® Model DiSC PPSS EPIC Report General Characteristics Report Supplemental Reports Strategies