Outline Introduction Understanding DISC Application of Disc Profiles

Outline • Introduction • Understanding DISC • Application of Disc Profiles

Intro to the DISC Profile Report • Behavioral Styles – Focus is on external, observable behaviors measured by one’s openness & directness • How to Use a DISC Profile – Part 1: Understanding your own personal style – Part 2: Action plans for interaction • Adaptability – Identify ways you can apply your strengths or modify your style to meet needs of a given situation or relationship Pages 3 -4

Intro to DISC Profile Report • How to Read & Interpret Graphs – Graph I: Adapting Style Pattern • Self-Perception - think you should use at work. • Can change depending on your environment. – Graph II: Natural Style Pattern • Behaviors - stressful & frustrating situations. • Preferred approach. • Remains fairly consistent across different environments. Pages 3 -4

PART I: Understanding Personal Style

Report Layout Upper right corner of personalized report displays both your name & your profile type. First portion of profile represents your adapting profile. Second portion reflects your natural profile. Page 5

e. Graphs

e. Graphs Defined • Profile – determined by highest plotting points above energy line. Energy Line: • Capital Letters = Primary Behavior ex: C • Lowercase Letters = Secondary Behavior 5 ex: Sci

e. Graphs Defined D I S C SAMPLE GRAPHS: HIGH “D” • D = Dominant Page 5

e. Graphs Defined D I S C SAMPLE GRAPHS: HIGH “I” • I = Interactive Page 5

e. Graphs Defined D I S C SAMPLE GRAPHS: HIGH “S” • S = Steady Page 5

e. Graphs Defined D I S C SAMPLE GRAPHS: HIGH “C” • C = Compliant Page 5

e. Graph Comparison If both Adapting Style & Natural Style are similar - = you tend to use & same behavioral traits across environments. Page 5

e. Graph Comparison If Adapting Style & Natural Style are NOT similar – = may cause stress, you are exhibiting behaviors that are not as comfortable or natural to you. Page 5

Behavioral Profile Overview Page 6

Your Behavioral Profile Overview Behavioral Profile Tendencies Include: • Accept conflict readily • Prefer a fast pace • Strive for results Page 6

Your Behavioral Profile Overview Your Behavioral Profile Tendencies Include: • You persuade others with a friendly approach • Welcome change readily • Seek out stimulation Page 6

Your Behavioral Profile Overview Your Behavioral Profile Tendencies Include: • Make decisions carefully • Seek out calm & peace • Avoid conflict situations

Your Behavioral Profile Overview Your Behavioral Profile Tendencies : • Think logically • Seek higher quality • Prefer clear guidelines Page 6

Your Behavioral Profile Overview Your Behavioral Profile Tendencies Include: • You move at a fast pace • You are an excellent problem solver • You persuade others with a friendly approach • You seek freedom from routine & minutia • You think logically & with strong reason • You continually strive to improve your skills • You like working independently • You place high expectations on yourself

Your Behavioral Profile Overview Your Strengths Include: • Rapid problem solving • Innovative solutions • Strong self starter Page 7

Your Behavioral Profile Overview Your Strengths Include: I • Excellent verbal skills • Enthusiasm generator • Great team player Page 7

Your Behavioral Profile Overview Your Strengths Include: S • Hard, steady worker • Relationship building • Can be depended on Page 7

Your Behavioral Profile Overview Your Strengths Include: C • Well organized • Can remain objective • Quality control is key Page 7

Your Behavioral Profile Overview Your Strengths Include: D C I S • You ask questions that • You bring a sense of challenge tradition enthusiasm to the • You quickly work to organization resolve issues as they • You easily negotiate arise conflicts between teams • You clarify complex issues • You demonstrate technical expertise • You excel at calming disagreements • You look for different approaches to solving problems Pa

Your Behavioral Profile Overview Your Potential Areas for Improvement Include: D • Take it down a notch • Empowering others • Comfort being judged Page 7

Your Behavioral Profile Overview Your Potential Areas for Improvement Include: • Improve time mgt skills • Become more practical • Gaining role clarity Page 7

Your Behavioral Profile Overview Your Potential Areas for Improvement Include: S • Increase efficiencies • Change handling • Be less inflexible Page 7

Your Behavioral Profile Overview Your Potential Areas for Improvement Include: C • Big Picture View • Team participation • Delegating key tasks Page 7

Your Behavioral Profile Overview Your Potential Areas for Improvement Include: D C • May hesitate to delegate tasks to others • Can be seen as blunt and/or critical • May be impulsive and not think things through • May need assistance in prioritizing tasks • May expect unreasonable standards from others • May promise more than you can deliver • Take yourself a bit less seriously • May be perceived as overly rigid or inflexible S Page

What Motivates Your Profile You Tend to Be Most Effective In Environments With: D • Minimum direct supervision • Wide sphere of influence & responsibility Page 9

What Motivates Your Profile You Tend to Be Most Effective In Environments With: I • A climate supporting innovative ideas • Wide bandwidth for operation & influence Page 9

What Motivates Your Profile You Tend to Be Most Effective In Environments With: S • Complete explanations of systems & processes • Few sudden shocks, problems, or crises Page 9

What Motivates Your Profile You Tend to Be Most Effective In Environments With: C • A secure, ethical work situation • Clear definition of authority & responsibility Page 9

What Motivates Your Profile You Tend to Be Most Effective In Environments With: D C I • Minimum direct supervision • Wide sphere of influence & responsibility • A climate supporting innovative ideas • Wide bandwidth for operation & influence • A secure, ethical work situation • Clear definition of authority & responsibility • Complete explanations of systems & processes • Few sudden shocks, problems, or crises Page 9

Communication Tips for Others When Communicating with This Profile, You Should: D • Get to the point • Be specific with details • Be prepared to handle some objections Page 11

Communication Tips for Others When Communicating with This Profile, You Should: I • Be engaging/fast-paced • Talk positively • Ask for input Page 11

Communication Tips for Others When Communicating with This Profile, You Should: S • Be candid and patient • Show sincere interest • Non threatening approach Page 11

Communication Tips for Others When Communicating with This Profile, You Should: C • Prepare in advance • Don’t talk around detail • Avoid trying to charm

Communication Tips for Others When Communicating with This Profile, You Should: D C I S • Get to the point quickly; don’t ramble • Be prepared to handle some objections • Be engaging and fastpaced • Provide immediate incentives for them • Use a thoughtful and logical approach when presenting ideas • List pros & cons of suggestions you make • Be candid, open, and patient • Provide assurance on their input and suggestions

PART II: Application of DISC Profiles

Application, Application This application section includes: • • The Four Basic DISC Profile Overviews How to Identify Another Person’s Behavioral Profile What is Behavioral Adaptability How to Modify Your Profile Tension Among the Profiles Action Plans How to Adapt to the Different Behavioral Profiles Page 13

The Four Basic DISC Profiles High “D” High “I” High “S” High “C” (dominant) (interactive) (steady) (compliant) Pace Fast Decisive Fast Slower Spontaneous Relaxed Slower Systematic Priority Goal People Relationship Task Seeks Productivity Control Participation Applause Acceptance Accuracy Precision Strengths Leadership Pioneering Motivating Entertaining Listening Teamwork Planning Systematic Growth Areas Impatient Poor Listener Inattentive to detail Slow to begin action Critical Unresponsive Page 14

The Four Basic DISC Profiles High “D” High “I” High “S” High “C” (dominant) (interactive) (steady) (compliant) Fears Being taken advantage of Loss of recognition Sudden changes Personal criticism Irritations Inefficiency Indecision Routines Complexity Insensitivity Impatience Disorganized Impropriety Stress Dictatorial Sarcastic Submissive Withdrawn Security Control Playfulness Friendship Preparation Worth Track record Applause Depth of work Quality of results Workplace Efficiency Interacting Functional Structured Page 14

How to Identify Another’s Profile D I C S Page 15

How to Identify Another’s Profile Direct Fast-Paced D I C S Indirect Slow-Paced Page 15

How to Identify Another’s Profile Direct Fast-Paced D I • Frequent use of gestures • Less patient, more competitive • Empathetic statements • Sustained eye contact • Frequent contributor Page 15

How to Identify Another’s Profile • Patient & cooperative • Makes qualified statements • Infrequent contributor • Reserves opinions & expressions • Gentle handshake C S Indirect Slow-Paced Page 16

How to Identify Another’s Profile Guarded, Task. Oriented D I C S Open, People. Oriented Page 16

How to Identify Another’s Profile • Freely shows feelings • Relaxed & warm • Goes with the flow • Opinion-oriented • Animated expressions I S Open, People. Oriented Page 16

How to Identify Another’s Profile Guarded, Task. Oriented D C • Keeps feelings private • Limited expressions • Formal and proper • Goes with agenda • Speaks in specifics Page 17

The Whole Picture Direct Fast-Paced D I C S Indirect Slow-Paced Page 17

The Whole Picture Guarded, Task. Oriented D I C S Open, People. Oriented Page 17

The Whole Picture Direct Fast-Paced Guarded, Task. Oriented D I C S Open, People. Oriented Indirect Slow-Paced Page 17

What is Behavioral Adaptability? • Adaptability is the willingness and ability to adjust • Adaptability is made on a case-by-case basis • Behavioral adaptability means … adjusting your own behavior to make others feel more at ease with you & the situation Page 18

Modifying Your Directness TO INCREASE DIRECTNESS/PACE: • Speak and move at faster pace • Initiate conversations and decisions • Give recommendations • Increase eye contact TO DECREASE DIRECTNESS/PACE: • Talk, walk, and move more slowly • Seek and acknowledge others’ opinions • Share decision-making & leadership • Do not interrupt Page 19

Modifying Your Openness TO INCREASE OPENNESS/ ORIENTATION: TO DECREASE OPENNESS/ ORIENTATION: • Share feelings • Pay personal compliments • Use friendly language • Digress from agenda • Stick to the task • No physical contact • Maintain logic • Downplay enthusiasm Page 19

Tension Among the Profiles • When dissimilar pairing of profiles occurs… one or both of the individuals must make adjustments. • Key to managing tension is to know… when to expect pace & orientation problems, & have a strategy to prevent or deal with these differences. Page 20

Tension Among the Profiles Direct Fast-Paced Pace and Priority Problems Pace Problems Guarded, Task. Oriented Pace Problems Priority Problems Open, People. Oriented Priority Problems Indirect Slow-Paced Page 21

Management Action Plan

Management Action Plan

Management Action Plan Page 23

Management Action Plan Page 23