introducing everything disc

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

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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

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MyEverythingDiSC.com

Questions?

Dropbox Link for Further Exploration

• Video clips• Intro Chapter to The 8 Dimensions of

Leadership• Informational Brochures• Sample Reports