At The DISC Agency, we understand the power of the DISC personality assessment in helping sales teams excel. It’s more than just understanding behaviours—DISC helps align strengths, manage weaknesses, and create high-performing sales teams.
Forward-thinking sales managers are using the sales-specific DISC profile to refine team dynamics, improve sales training, and build agile, results-driven teams.
Understanding Personality Types
DISC stands for the four key personality profiles in the model: (D) Dominance, (I) Influence, (S) Steadiness, and (C) Compliance.
How does DISC assist sales professionals? Have you ever clashed with someone who operates very differently? Maybe they ask more questions than you think necessary, or perhaps they rush ahead without all the details. This is likely due to differing personality types.
If you had insight into your colleague’s preferences, your communication would shift, making collaboration smoother. This applies in both one-on-one and team settings. For sales teams, it’s crucial to go beyond just industry knowledge—understanding the behavioural dynamics within your team can provide that extra edge needed to outperform competitors.
Leveraging the Power of DISC Profiles
Sales managers can unlock their team’s full potential using DISC profiles. By understanding each team member’s communication style, strengths, and development areas, you can elevate overall performance. Here are 10 ways to get the most from the DISC Sales Profile.
- Roll Out DISC Profiles Across Your Team
Start by assessing your team. A DISC profile provides insight into each member’s dominant personality type (D, I, S, or C), uncovering communication styles and areas for growth. Remember to brief them that there is no right or wrong, good or bad profile. We need all types of people to create high performance teams.
- Empower EQ – Self-Awareness
Help your team become more self-aware by reflecting on their DISC results. When team members understand how their natural tendencies impact interactions, they can adjust to suit customers and colleagues better.
- Adapt Communication Styles
Train your salespeople to adapt their communication to match customer preferences. A high-D customer may prefer a direct, results-driven approach, while an S customer might appreciate a more relational, empathetic touch.
- Tailor Sales Training Workshops
Customise your sales training to suit your team’s DISC profiles. For example, high-Ds and high-Is may benefit from fast-paced, interactive training, while Ss and Cs may prefer reflective, detail-oriented sessions.
- Focus On Team Dynamics
Use DISC profiles to map your team’s dynamics. Identify areas where personalities complement each other or where conflict may arise. Pair individuals with different styles for peer mentoring to foster a collaborative, supportive team environment.
- Introducing New Products
When rolling out new products, consider your team members’ personalities. Ds and Is often embrace new challenges quickly, while Ss and Cs may need more time and detailed information.
- Sales Territory Alignment
Match salespeople to tasks that suit their strengths. High-Ds and high-Is might thrive in prospecting (hunting), while Ss and Cs may excel at maintaining and nurturing existing accounts (farming).
- Peer Coaching & Work Withs
Pair up team members with complementary styles for peer coaching. If a high-D salesperson excels at prospecting but struggles with detail-oriented tasks, partner them with an S or C who can help with follow-through.
- Promote Cross-Functional Teams
Create cross-functional teams with representatives from each DISC profile. This diversity ensures a broader perspective, improving problem-solving and decision-making within the team.
- Maximise Customer Relationships
Train your team to recognise and adapt to the DISC styles of prospects. Understanding customers’ behavioural preferences builds trust and rapport, leading to stronger, long-term relationships.
The Power of Self-Awareness in Sales
Self-awareness is one of the most valuable tools for any salesperson, account manager or manager. When individuals understand their natural behaviours, they can adjust to build better relationships, reduce conflict, and communicate more effectively. The DISC Sales Assessment is an invaluable tool for managing change, training, onboarding new hires, and rolling out new products—ultimately helping you build a high-performing sales team.
Learn More
To find out how the DISC Sales Profile can transform your sales team, contact us today:
1300 690 469
support@thediscagency.com.au
Or download a sample of the DISC Sales Profile from our website.
