Ready to become a sales team reading expert? Last time we discovered your leadership DNA. Now we'll learn a powerful tool for understanding your salespeople.
Meet DISC - a framework that helps you quickly identify how different sales reps prefer to be coached, motivated, and managed.
Engagement Message
Think back to your last sales coaching session: how accurately did you predict the rep's reaction?
DISC stands for four personality types: Dominance, Influence, Steadiness, and Conscientiousness. Think of them as different operating systems your sales reps run on.
Each type has predictable preferences for coaching, motivation, and sales approaches. No type is better than others - just different.
Engagement Message
Are you familiar with any other personality frameworks?
Dominance (D) people are results-focused, direct, and decisive. They value efficiency and control. They want quota numbers and quick decisions.
These are your "hunter" sales reps who prefer brief check-ins, clear targets, and autonomy to close deals their way.
Let's think about your sales team.
Engagement Message
Who on your team always asks, "What's my number and when do you need it?"
Influence (I) people are enthusiastic, social, and optimistic. They value relationships and recognition. They want to connect and be celebrated.
These sales reps thrive on client interaction, team meetings, and public recognition at sales kickoffs and leaderboards.
Engagement Message
Who's the rep that turns every client call into a relationship-building session?
Steadiness (S) people are patient, loyal, and supportive. They value stability and cooperation. They prefer gradual territory changes and clear sales processes.
These are your reliable account managers who need time to process new pricing and appreciate consistent, supportive coaching.
