Outline

Introduction
Understanding DISC
Application of Disc Profiles
Intro to the DISC Profile Report
Behavioral Styles
Focus is on external, observable behaviors
measured by ones openness & directness
How to Use a DISC Profile
Part 1: Understanding your own personal style
Part 2: Action plans for interaction
Adaptability
Identify ways you can apply your strengths or
modify your style to meet needs of a given
situation or relationship
Pages 3-4
How to Read & Interpret Graphs
Graph I: Adapting Style Pattern
Self-Perception - think you should use at work.
Can change depending on your environment.
Graph II: Natural Style Pattern
Behaviors - stressful & frustrating situations.
Preferred approach.
Remains fairly consistent across different
environments.
Pages 3-4
Intro to DISC Profile Report

PART I:

Understanding
Personal Style
Report Layout
Upper right corner of personalized report
displays both your name & your profile type.

Page 5
First portion of profile represents your
adapting profile.

Second portion reflects your
natural profile.



eGraphs
eGraphs Defined
Energy Line:
Profile
determined by highest
plotting points
above energy line.

Capital Letters =
Primary Behavior
ex: C

Lowercase Letters =
Secondary Behavior
ex: Sci
5
eGraphs Defined
D = Dominant
Page 5
SAMPLE GRAPHS:
HIGH D
D I S C D I S C
eGraphs Defined
I = Interactive
Page 5
SAMPLE GRAPHS:
HIGH I
D I S C D I S C
eGraphs Defined
S = Steady
Page 5
SAMPLE GRAPHS:
HIGH S
D I S C D I S C S S
eGraphs Defined
C = Compliant
Page 5
SAMPLE GRAPHS:
HIGH C
D I S C D I S C S S
eGraph Comparison
If both Adapting Style
& Natural Style are
similar -

you tend to use &
same behavioral traits
across environments.
=
Page 5
eGraph Comparison
If Adapting Style &
Natural Style are NOT
similar

may cause stress,

you are exhibiting
behaviors that are not
as comfortable or
natural to you.
=
Page 5
Behavioral Profile Overview
Page 6
Your Behavioral Profile Overview

Behavioral Profile
Tendencies Include:
Accept conflict readily
Prefer a fast pace
Strive for results
Page 6
Your Behavioral Profile Overview
Your Behavioral Profile
Tendencies Include:
You persuade others
with a friendly approach
Welcome change readily
Seek out stimulation
Page 6
Your Behavioral Profile Overview
Your Behavioral Profile
Tendencies Include:
Make decisions carefully
Seek out calm & peace
Avoid conflict situations
Your Behavioral Profile Overview
Your Behavioral Profile
Tendencies :
Think logically
Seek higher quality
Prefer clear guidelines
Page 6
Your Behavioral Profile Overview
Your Behavioral Profile Tendencies Include:
You move at a fast
pace
You are an excellent
problem solver
You persuade others
with a friendly approach
You seek freedom from
routine & minutia
You like working
independently
You place high
expectations on yourself
You think logically &
with strong reason
You continually strive
to improve your skills
Your Behavioral Profile Overview
Your Strengths Include:
Rapid problem solving
Innovative solutions
Strong self starter

Page 7
Your Behavioral Profile Overview
Your Strengths Include:
I
Excellent verbal skills
Enthusiasm generator
Great team player
Page 7
Your Behavioral Profile Overview
Your Strengths Include:
S
Hard, steady worker
Relationship building
Can be depended on
Page 7
Your Behavioral Profile Overview
Your Strengths Include:
C
Well organized
Can remain objective
Quality control is key
Page 7
Your Behavioral Profile Overview
D
Your Strengths Include:
I
S
C
You ask questions
that challenge tradition
You quickly work to
resolve issues as they
arise
You bring a sense of
enthusiasm to the
organization
You easily negotiate
conflicts between teams
You excel at calming
disagreements
You look for different
approaches to solving
problems
You clarify complex
issues
You demonstrate
technical expertise
Pa
Your Behavioral Profile Overview
D
Your Potential Areas for
Improvement Include:
Take it down a notch
Empowering others
Comfort being judged
Page 7
Your Behavioral Profile Overview
Your Potential Areas for
Improvement Include:
Improve time mgt skills
Become more practical
Gaining role clarity
Page 7
Your Behavioral Profile Overview
Your Potential Areas for
Improvement Include:
S
Increase efficiencies
Change handling
Be less inflexible
Page 7
Your Behavioral Profile Overview
Your Potential Areas for
Improvement Include:
C
Big Picture View
Team participation
Delegating key tasks
Page 7
Your Behavioral Profile Overview
D
Your Potential Areas for
Improvement Include:
S
C
May hesitate to
delegate tasks to
others
Can be seen as blunt
and/or critical
May be impulsive and
not think things through
May need assistance in
prioritizing tasks
Take yourself a bit less
seriously
May be perceived as
overly rigid or inflexible
May expect
unreasonable
standards from others
May promise more
than you can deliver
Page
What Motivates Your Profile
D
You Tend to Be Most Effective
In Environments With:
Minimum direct
supervision
Wide sphere of
influence &
responsibility
Page 9
What Motivates Your Profile
You Tend to Be Most Effective
In Environments With:
I
A climate supporting
innovative ideas
Wide bandwidth for
operation & influence
Page 9
What Motivates Your Profile
You Tend to Be Most Effective
In Environments With:
S
Complete explanations
of systems & processes
Few sudden shocks,
problems, or crises

Page 9
What Motivates Your Profile
You Tend to Be Most Effective
In Environments With:
C
A secure, ethical work
situation
Clear definition of
authority &
responsibility
Page 9
What Motivates Your Profile
D
You Tend to Be Most Effective
In Environments With:
I
C
Minimum direct
supervision
Wide sphere of
influence &
responsibility
A climate supporting
innovative ideas
Wide bandwidth for
operation & influence
Complete explanations
of systems & processes
Few sudden shocks,
problems, or crises

A secure, ethical work
situation
Clear definition of
authority &
responsibility
Page 9
Communication Tips for Others
D
When Communicating with This
Profile, You Should:
Get to the point
Be specific with details
Be prepared to handle
some objections
Page 11
Communication Tips for Others
When Communicating with This
Profile, You Should:
I
Be engaging/fast-paced
Talk positively
Ask for input
Page 11
Communication Tips for Others
When Communicating with This
Profile, You Should:
S
Be candid and patient
Show sincere interest
Non threatening
approach
Page 11
Communication Tips for Others
When Communicating with This
Profile, You Should:
C
Prepare in advance
Dont talk around detail
Avoid trying to charm
Communication Tips for Others
D
When Communicating with This
Profile, You Should:
I
S
C
Get to the point
quickly; dont ramble
Be prepared to handle
some objections
Be engaging and fast-
paced
Provide immediate
incentives for them
Be candid, open, and
patient
Provide assurance on
their input and
suggestions
Use a thoughtful and
logical approach when
presenting ideas
List pros & cons of
suggestions you make

PART II:

Application of DISC Profiles
Application, Application, Application
This application section includes:

The Four Basic DISC Profile Overviews
How to Identify Another Persons Behavioral Profile
What is Behavioral Adaptability
How to Modify Your Profile
Tension Among the Profiles
Action Plans
How to Adapt to the Different Behavioral Profiles
Page 13
The Four Basic DISC Profiles
Page 14
High D
(dominant)
High I
(interactive)
High S
(steady)
High C
(compliant)
Pace
Fast
Decisive
Fast
Spontaneous
Slower
Relaxed
Slower
Systematic
Priority
Goal People Relationship Task
Seeks
Productivity
Control
Participation
Applause
Acceptance Accuracy
Precision
Strengths
Leadership
Pioneering
Motivating
Entertaining
Listening
Teamwork
Planning
Systematic
Growth
Areas
Impatient
Poor Listener
Inattentive to
detail
Slow to
begin action
Critical
Unresponsive
The Four Basic DISC Profiles
Page 14
High D
(dominant)
High I
(interactive)
High S
(steady)
High C
(compliant)
Fears Being taken
advantage of
Loss of
recognition
Sudden
changes
Personal
criticism
Irritations Inefficiency
Indecision
Routines
Complexity
Insensitivity
Impatience
Disorganized
Impropriety
Stress Dictatorial Sarcastic Submissive Withdrawn
Security Control Playfulness Friendship Preparation
Worth Track record Applause Depth of
work
Quality of
results
Workplace Efficiency Interacting Functional Structured
How to Identify Anothers Profile
Page 15
D I
S
C
How to Identify Anothers Profile
Page 15
Direct Fast-Paced
Indirect Slow-Paced
D I
S
C
How to Identify Anothers Profile
Page 15
Direct Fast-Paced
D I
Frequent use of gestures
Less patient, more competitive
Empathetic statements
Sustained eye contact
Frequent contributor

How to Identify Anothers Profile
Page 16
Indirect Slow-Paced
S C
Patient & cooperative
Makes qualified statements
Infrequent contributor
Reserves opinions & expressions
Gentle handshake

How to Identify Anothers Profile
Page 16
Guarded,
Task-
Oriented
D I
S C
Open,
People-
Oriented
How to Identify Anothers Profile
Page 16
Freely shows feelings
Relaxed & warm
Goes with the flow
Opinion-oriented
Animated expressions
I
S
Open,
People-
Oriented
How to Identify Anothers Profile
Page 17
Guarded,
Task-
Oriented
D
C
Keeps feelings private
Limited expressions
Formal and proper
Goes with agenda
Speaks in specifics
The Whole Picture
Page 17
I
S
Indirect Slow-Paced
Direct Fast-Paced
D
C
The Whole Picture
Page 17
I
S
Open,
People-
Oriented
D
C
Guarded,
Task-
Oriented
The Whole Picture
Page 17
I
S
Open,
People-
Oriented
Indirect Slow-Paced
Direct Fast-Paced
D
C
Guarded,
Task-
Oriented
What is Behavioral Adaptability?
Adaptability is the willingness and ability to adjust

Adaptability is made on a case-by-case basis

Behavioral adaptability means
adjusting your own behavior
to make others feel more at ease
with you & the situation
Page 18
Modifying Your Directness
TO INCREASE DIRECTNESS/PACE:
Speak and move at faster pace
Initiate conversations and decisions
Give recommendations
Increase eye contact
Page 19
TO DECREASE DIRECTNESS/PACE:
Talk, walk, and move more slowly
Seek and acknowledge others opinions
Share decision-making & leadership
Do not interrupt
Modifying Your Openness
TO INCREASE
OPENNESS/
ORIENTATION:

Share feelings
Pay personal compliments
Use friendly language
Digress from agenda
Page 19
TO DECREASE
OPENNESS/
ORIENTATION:

Stick to the task
No physical contact
Maintain logic
Downplay enthusiasm
Tension Among the Profiles
When dissimilar pairing of profiles occurs
one or both of the individuals must make
adjustments.

Key to managing tension is to know
when to expect pace & orientation problems,
& have a strategy to prevent
or deal with these differences.
Page 20
Open, People-
Oriented
Indirect Slow-Paced
Direct Fast-Paced
Guarded, Task-
Oriented
Tension Among the Profiles
Page 21
Priority Problems
Priority Problems
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P
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P
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P
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Pace
and



Priority
Problems
Management Action Plan
Management Action Plan
Management Action Plan
Page 23
Management Action Plan
Page 23