Leading the Channel in IT Business Transformation

Welcome to DISC Presented by Leigh McKay and Suzy Pool

Session Aims A clear description of each type An explanation of the graph report A couple of case studies What to look out for in each What motivates and what causes fear An interactive exercise 3

Session Outcome That each of you leaves here with a greater understanding of DISC How it will hugely help you to understand and work more effectively with your clients and your team members How much it can help your business success 4

Introduction: the power of DISC and it’s benefits Measures Behavioural Patterns Does not measure ability Does not measure experience Does not measure training There is no “perfect” sales profile

Benefits of using DISC Improved communication Managing change well More effective team meetings Better understanding of what motivates people Avoidance of conflict and misunderstanding Better sales conversations Greater cooperation Leading to BETTER BOTTOM LINE RESULTS!

DISC Profiling An Acronym of 4 personality groupings Dominant Influencing Steady Compliant There are 42 different mixes Like a cup of coffee.....with different quantities of coffee, milk, water, sugar

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Disc Profiling for personal and team performanceTeam Performance Report has 3 chart Public Perception (greatest change) How you are seen by others Self Perception (slower to change) How you see yourself

DISC Traits Outgoing Task Reserved People

D Style Overview Motivated by : Power and Authority Management style : Directing Communication Style : Tells Method of control : Force of character Value to the organisation : Drive for results

I Style overview 12 Motivated by : Praise and recognition Management style : Motivating and inspiring Communication Style : Sells Method of control : Verbal persuasion Value to the organisation : Working well with people and generating enthusiasm

S Style Overview Motivated by : Security Management style : Organising Communication Style : Listens Method of control : Slowing down Value to the organisation : Service and support

C Style Overview Motivated by : Systems and Procedures Management style : Rule enforcement Communication Style : Writes Method of control : Information Value to the organisation : Quality and Standards

D I S C How Does Your Client Behave? Active Fast-Paced Moderate-Paced Thoughtful QuestioningAccepting

Goals of each type D - have control I - have fun S - have security C - have perfection

Fears of Each type D - being taken advantage of and failure I - rejection and loss of popularity S - loss of security and change C - criticism and conflict

In an Antagonistic Environment D – Manipulative demanding; rude and tactless I - Angers easily and forgets obligations S – Responds passive aggressively C – Responds passive aggressively and seeks to justify their actions. Impractical and unsocial

Case Study LeadingEdge a successful Managed Service Provider for 15 years Based in Ashford, Surrey Size of company being 10 Clientele mainly the Greater London area DISC had a transformational effect on our team

Organisational Chart CEO Operations Technical Team Project Manager Service Manager Purchase Resource HR Payroll Accounts Admin CFO Marketing Sales NOC

Short Exercise Work in pairs Write down your partner’s answer word for word. 2 minutes each way Why did you choose your current job/career? 21

Best Team on Board Team Coaching Day Self Awareness Team cohesion Understanding own and other’s behaviour Effective and improved communication

Thanks for listening Questions and answers You are welcome to catch us in the tea and lunch break. Presented by Leigh McKay and Suzy Pool