Posts Taged disc

Weekend Love, June Twentieth

DiSC MapHere are some of the great nuggets that I’ve found on the web recently. This handful of links takes you to tools or insightful content. Occasionally I’ll include one from my “save” file if it fits the mood.

Ever wonder how to sell to different DiSC styles?  Leslie Ye of Hubspot Marketing provides some core insights when she writes about How to Sell to 4 Different Personality Types.

If you are ever in a position where you have to rationalize a summer vacation, Fiona Moriarty provides you with five solid ideas when she writes about Five Reasons Why Smart Leaders Take Vacation.

For me, Naomi Dunford produces incredible insights when she writes.  This article about the difference between truth and the PR truths we tell ourselves is tough to ignore.  Understanding this may be The Greatest Leap Your Business Will Ever Take.

Not too long ago I wrote a blog about what you might say in a commencement address to a younger you.  Tiffany Sauder had a similar idea when she wrote Advice to My 24-Year-Old Self: 8 Career Lessons I Learned the Hard Way.  It’s solid advice.  In fact, it still fits me.

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Weekend Love, June Thirteenth

iStock_000029910540Here are some of the great nuggets that I’ve found on the web recently. This handful of links takes you to tools or insightful content. Occasionally I’ll include one from my “save” file if it fits the mood.

Meetings got you down?  You are not alone.  Ray Williams shares some ideas on avoiding meeting and/or making them more productive when he talks about How Mindfulness Can Make Your Meetings More Productive.

Who among you doesn’t hear a customer say, “I’ll think about it” and then tell yourself it’s a done deal?  Emma Snider of HubSpot has some on point insights about what customers are really saying when she writes about The Sh*t Buyers Say, Translated [Comic].

We often think that if we just focus on our strengths, then our leadership will improve.  Dan McCarthy thinks we can sometimes have too much of a good thing when he writes about how Leadership Strengths Can Turn into Weaknesses.

I’ve long believed in the benefits of understanding other’s DiSC styles.  I was ecstatic to see I was in agreement with Dr. Tony Allessandra.  He recently wrote about Diversity through DISC Styles Adaptability.  You might want to hold onto this one so you can read it again.

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Weekend Love, April Eleventh

Link love 4-11Here are some of the great nuggets that I’ve found on the web recently.  This handful of links takes you  to tools or great content.  Occasionally I’ll include one from my “save” file that hits my mood.

This is a story about how life sucks but the story is still going.  It’s uplifting, honest.

Dan Rockwell writes about what to do If You Can’t Be With The One You Love.  He suggests a great course of action.  I’m doing this.  I think every leader should.

Maybe I’m more tuned to articles on time management since I’m doing a series on it right now through Team Connections.  Anyway, here are nine tips on work-life balance from Linked2Leadership.

I found a blog post about sales on a coaching site.  awesomesauce!  Tony Alessandra writes about Matching Your DiSC Selling Style to the Client’s DiSC Buying Style.

From the archives:  Barry Schwartz digs into a common meme for Western society: more freedom of choice is better. For psychologist Schwartz, choice has paralyzed us and made us less happy.

Click this link if the video isn’t showing:

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Listening Like a Coach: What It Means to Not Be Heard

DiSC listening stylesAt the recent three-day workshop for Ultimate Coach University in Salt Lake City, I was gob smacked by one of those AHA moments that we all love to get once in a while.  The first day of the workshop, we spend several hours talking about DiSC and how coaches can use it to understand their clients.  On the second day, we dig deeper into the fundamental skills of coaching.  It was on the second day when Dana Phillips was teaching the section on listening skills for coaches that my learning moment appeared.  Let me share it here.

DiSC is a profile tool provides insights into communication and personality styles.  While we all are capable of using all four styles, most of us tend to exhibit a stable pattern of behaviors.   The four basic styles are:

D is the Dominance style.  These people prefer immediate results.  Their action orientation creates quick decisions and authoritative behaviors.

The i is the Influence style.  These people generate enthusiasm, a motivational environment, and fun.

S is for the Steadiness style.  These people tend to cooperate; their patience and loyalty tend to produce harmony and stable environments.

C is for the Conscientious style.  These people emphasize systematic approaches that will produce accurate results.

Now you may be wondering what this has to do with listening.  So here is the rest of the story.  As Dana Phillips gets started, she asks a very simple question.  “Will you describe to me what it feels like to not be heard?”  The answers in our group reflects the four DiSC styles.

  • The D said, “It was a waste of my time.”
  • The i said, “I was frustrated at being ignored.”
  • The S said, “I felt like I was not worth being listened to.”
  • The C said, “It was totally nonproductive.”

The lesson for me was pretty clear.  I can’t rely on my feelings of being heard because other people don’t think as I do.  As a coach, I want my clients to feel heard.  To do that, I need to speak their language in every way possible.

What do you think?  How do you know if you are speaking the other person’s language?

LIKE THIS ARTICLE? Don’t forget to share it with your friends! Don’t forget to leave your comments. Please, help me be heard.

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Coaching the Work of Leaders

Leaders in direct sales want to become better leaders.  People in managerial or executive positions in direct selling companies want to become better leaders.  The problem is often determining what that means.  Inscape’s new DiSC profile, The Work of Leaders, answers those key questions and provides a great basis for coaching leadership.  What makes it so unique?

First, The Work of Leaders is research based.  Inscape spent four years in their research and development effort; they analyzed and distilled the work of prominent leadership researchers and codified input from more than 300 subject matter experts at over 150 organizations.  The result is a set of best leadership practices.

Take a look at a video introduction of the research based content.

The profile not only identifies best practices, it provides the person completing the profile easily understood insights into which items are being done well and which ones aren’t.  When a client says, “I want to be a better leader,” I can provide the profile, they can dig into their results and see how they measure up.  They can look at their answers and their ratings.  I don’t have to be a judgmental coach.

Second, the profile results are highly individualized.  I recently used it as the basis for training a group of 21 top sales leaders in a company.  All 21 profiles were different.  From a coaching standpoint, the 23-page highly personalized report provides a strong beginning for a coaching engagement.  There are 18 behavioral continua, strong visuals illustrate key messages, context-specific feedback, and strategies for improving leadership effectiveness.  The image to the left illustrates the 18 areas of leadership.  By the time the client finishes the profile, they understand where they are on all 18 areas.

Third, an action plan is easily developed.  The last four pages of the profile summarizes the top three leadership strengths in the profile and then digs into the three areas that can have the biggest gain.

As a coach, I’ve used over a dozen different profiles with clients.  This is an easy one to understand for both the coach and the client.

If you are interested in using the profile in a training engagement, you might want to read the article about Training the Work of Leaders on the Team Connections blog.

Are you curious what the profile looks like?  Send an email to and I will send you a sample profile that is completed. I guarantee that you have not seen anything like this!  You’ll get details in the response about how you can get one of your own and use them in your coaching practice.

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Speaking Your Client’s Language

I am fascinated with the concept of staying in the coaching space with my client.  While I am listening, reflecting their words and working to hand back their thoughts and feelings, I am grateful for DiSC.

Here is a quick review of DiSC

D: Dominant, Direct, Driven

I:   Influencer, Inspiring, Inviting

S:  Steady, Supportive, Status Quo

C:  Conscientious, Contemplative, Cautious

A person whose primary communication style is “S” or “I” will typically be more in touch with their emotions, so questions that evoke feelings will help them hone in on what they want.

Here is a recent exchange with a person who exhibits a lot of “S”:

How does that make you feel?

“Oh I am overwhelmed and frightened.”

What would it feel like if you were not overwhelmed or frightened?

“Oh I would have an easy peace and know that everyone was fine.”

Tell me more about the feelings of harmony?

“There would just be more peace on my team, more collaboration”

What little steps (remember the “S” wants incremental, not drastic change) could you take to resolve this situation on your team?

“Well I guess I would have to talk to the person who is causing the trouble”

What would that feel like?

“A little scary but I have to do it for that sake of the team”

How can you approach her and maintain your sense of harmony?

“I am going to ask her first if we can talk about something that isn’t comfortable for me to talk about.  If she says yes I will describe my observations.”

And what will you do if she is unwilling to budge?

“Oh that would be so sad, but I guess I would have to let it go.”

Can you see how the use of questions that includes feelings, harmony, and help the client to own her solution?

Speaking each client’s language through rate, tone, and words really does get to the heart of the client’s known and unknown world.  When I use words, nuances, and questions that resonate with a client, they are more aware of their own thinking.

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