In today’s competitive marketplace, generic sales training just doesn’t cut it anymore. High-performing sales teams are built on behavioural intelligence, emotional agility, and the ability to communicate effectively with diverse clients.
John Wright, Senior Partner at The DISC Agency explains we offer sales training workshops powered by the TTI Success Insights DISC Sales Profile – a proven tool that empowers sales professionals to better understand themselves, their prospects, and their account management approach. When salespeople become more self-aware and adapt their communication styles, they close more deals and retain more clients.
What is DISC – and Why It Matters in Sales?
The DISC model is a behavioural profiling tool that categorises people into four core styles:
- D – Dominance: Results-focused, decisive, assertive.
- I – Influence: Enthusiastic, people-oriented, persuasive.
- S – Steadiness: Supportive, calm, dependable.
- C – Compliance: Analytical, detail-oriented, risk-averse.
While DISC has been around for decades, its modern application in sales and account management training has become a game-changer. By identifying a salesperson’s natural behavioural style—and learning how to spot and adapt to a customer’s style—sales teams build stronger relationships, reduce friction, and dramatically increase their conversion rates.
12 DISC-Informed Sales Strategies for Modern Sales Managers
Whether you’re leading a national salesforce or a boutique sales team, here’s how you can embed DISC profiling into your sales enablement strategy.
- Start With a DISC Sales Assessment
Begin by assessing every member of your sales team using a sales-specific DISC profile. At The DISC Agency, we use TTI Success Insights’ DISC Sales Profile, which offers powerful insights into sales strengths, blind spots, and behavioural style.
- Build Self-Awareness Across the Team
Self-aware salespeople can adapt to buyer styles with ease. They recognise their triggers, communication defaults, and sales blind spots—and adjust accordingly.
- Teach Adaptive Selling Techniques
DISC training helps salespeople identify their customers’ styles quickly. A High D prospect wants fast results. A High C buyer needs more data. Tailoring your pitch builds trust and shortens the sales cycle.
- Diagnose Team Dynamics
Understanding the DISC makeup of your team allows you to map collaboration styles, identify strengths gaps, and resolve tension points before they affect performance.
- Personalise Sales Coaching
Tailor your coaching sessions to each team member’s style. High Is may thrive with group brainstorming, while High Cs prefer private reflection and data-driven feedback.
- Communicate Change Effectively
Different styles respond differently to change. Use DISC insights to manage resistance and help each team member navigate organisational shifts with clarity.
- Structure Effective Peer Mentoring
Pair up complementary styles. For example, a High D who excels in cold prospecting can mentor a High S who is stronger in nurturing long-term relationships.
- Roll Out New Products Intelligently
Launch products with behavioural preferences in mind. High Is will jump in early; High Cs will want more time to analyse. Plan your internal comms accordingly.
- Align Sales Roles to Strengths
Some sales reps are hunters. Others are farmers. Use DISC to assign roles based on behavioural preference: High Ds and Is for outbound prospecting; High Ss and Cs for account management care.
- Create Cross-Style Project Teams
Bring together D, I, S, and C styles in planning or pitch teams. You’ll benefit from diverse thinking, deeper strategy, and balanced decision-making.
- Train Salespeople to Read Buyers
Help your reps recognise buyer DISC styles early in the sales conversation. When they mirror communication styles, they build instant rapport and close with confidence.
- Debrief as a Team
Always follow a DISC rollout with a group debrief. When team members hear how others see them—and how they’re wired differently—respect, collaboration and performance all improve.
Why Salespeople Who Understand DISC Sell More
Great selling is about connection. DISC gives your sales team the tools to:
- Build rapport faster.
- Ask better questions.
- Handle objections more effectively.
- Reduce tension with clients.
- Create genuine, long-lasting client relationships.
In short, DISC takes your sales training and makes it personal, practical, and powerful.
Run a DISC Sales Training Workshop With The DISC Agency
Our tailored DISC for Sales workshops are delivered onsite or virtually and are ideal for:
- Sales teams
- Account managers
- Business development reps
- Real estate agents
- Sales leaders and coaches
Each program is led by an experienced TTI-accredited DISC facilitator and includes:
✅ Individual DISC Sales Profiles
✅ Behavioural insights and team mapping
✅ Practical role plays and real-world applications
✅ Techniques to identify and adapt to customer styles
✅ Advanced communication and objection-handling skills
Let’s Talk
Want to empower your sales team with next-level behavioural intelligence?
Contact The DISC Agency to book your customised DISC Sales Training Workshop today.
Call 1300 690 469 or email support@thediscagency.com.au
Download our free sample DISC Sales Profile:
Download our free sample Trimetrix Sales Profile:
