If you own a business then you know how hard it can be to hire the perfect candidate for every job. So exactly how do you position your company’s team for maximum productivity? One theory is do so based on personality profiles.
Recently I came across a study done by Kenneth J. Sanginario, the founder, and president of Corporate Value Matrics, LLC. In this study, he uses the DISC principle. The DISC principle is a behavioral assessment tool based on the theory of William Marston. The principle centers around four different behavioral traits: the dominant individual who loves to sit in the driver’s seat; the influencer who is an extrovert, a people person; the steady individual who is supportive to those around them; then finally compliant individual, they’re very much rule-oriented, yet non-assertive individuals.
Basically what the principle tries to explain is that all individuals demonstrate certain traits. For instance, I am a dominant influencer. Those are my two main behavioral traits. On the other hand, my business partner is a compliant supporter. So, we work hand in hand together for the success of our business. My wife is also a compliant supporter, which helps us work in unison.
Now, that’s not to say dominant influencers can’t work together. We very well could. However, if I had another dominant personality with me and we work together trying to achieve something, we’ll definitely achieve a great deal, but we’re going to be at each other’s throat a lot.
So what exactly am I getting at? The whole essence of this principle is to focus on how you, as a business owner, can take the personalities of each individual on your team and fit them together properly for adequate functionality. This could completely change the dynamics of your company. Let’s take a closer look at each of these personalities and how you can use them to your advantage.
First, the D, which stands for dominant. The dominant individuals are the ones you want to place in the leadership positions. They work well in the planning area. They are your decisive, focused, purpose driven individuals. They’re your quick thinkers and most importantly, they deliver results.
Next is the I, which stands for influencer. This is going to be someone that’s interactive and optimistic. They are the fun, social butterflies. Those are the people you put in sales and marketing. They are liked by everybody. They keep everyone around them laughing. So, if you have employees like that, simply put them in sales and marketing. That’s where they will fit best, accomplishing the most.
Steadiness is your next behavioral trait. They work best in supportive roles. Your supporters are patient and systematic. They’re consistent. These are your operations people. They are typically well suited for roles in your Human Resources departments because they love others. They’re caring, understanding and helpful individuals. However, they have some weak areas. It usually takes them a little bit more time to process things. They are a little bit more reserved. Making quick decisions is not their strong suit, like it is with your dominant individuals.
Finally, the C, which stands for compliant. They are logical, analytical and accurate people. If you want someone who will pay attention to detail then these individuals are the ones. You’ll want to hire them for your legal and financial team. They’re very task oriented. These are the people who love looking at a spread sheet.
Consequently, when you’re putting your business team together, and you have a plethora of employees, it is not uncommon to see a business mainly comprised of compliant and dominant individuals. Therefore, typically the company is really lacking in sales and marketing because they have no influencers Or you’ve missed hiring those who exhibit steadiness as a behavioral trait, so your company is really lacking in operations.
So when my clients that are business owners come to me, here’s what I tell them. Let’s look at each of these traits and hire someone with that skill set or behavioral trait to help drive the business in the right direction.
Making sure that you have the right people in the right place will add value to your business. According to Jim Collins in his book Good to Great, he said, “Look, I don’t really know where we should take this bus. But I know this much: If we get the right people on the bus, the right people in the right seats, and the wrong people off the bus, then we’ll figure out how to take it someplace great.”
That means bringing the right people into your business and putting them where they will function optimally.
So, if you’re looking at your business, and you have a person like myself going in to look at your business and trying to help you find the weaknesses, we’re going to make sure your planning division and your leadership division are filled with dominant individuals. They are result driven and are there pushing the team. You really do not want a supporter dictating the revenue of your company. You want to make sure you have the right people in the right positions and your business will get to the right place.