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 to do so based on not just their skills but also their behavioral profiles.
Recently I came across a study done by Kenneth J. Sanginario, the founder, and president of Corporate Value Metrics, 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 principal centers around categorizing people (your staff) into 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; and finally the Compliant individual, they’re very much numbers-oriented, yet non-assertive individuals.
The DISC concept tries to explain that all individuals demonstrate certain traits. 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 strategically fit them together properly for an adequate team functionality. You will be building not just on their skills but how they fit together with all the other members of your team. This will completely change the dynamics of your company. Let’s take a closer look at each of these traits and how you can use them to your advantage.
First, the D, which stands for dominant. The individuals whose DISC test says they are dominant are the ones you want to place in the leadership positions. They work well in the planning area. They are the decisive, focused, purpose-driven individuals. They’re your quick thinkers and most importantly, they deliver results.
On the other hand, their quick thinking can get in trouble if they don’t force themselves to study more options than their gut reaction. And they can be seen as overly assertive, at times aggressive by personality traits like the Steady or Compliant. Two Ds working together can, as you can imagine, lead to some heated exchanges.
If someone on your team shows up to meetings with donuts it will probably be your Influencers. This is going to be someone that’s interactive and optimistic. Is are liked by everybody. The cheerleaders of the team, they keep everyone around them laughing. These social butterflies are a great fit for a sales position. Their optimist nature means they are less discouraged when receiving a “no” when making sales calls.
Keep in mind that the Influencer can often get caught up in the fun of being social and not be the most time-conscious. So, if you need something technical done quickly, the I is not your person.
Steadiness is the 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. They are a bit more reserved and less assertive but are VERY team oriented… often to a fault. They might not speak out to louder Ds or Is even if their ideas are better. And they can be easily frustrated by others that appear to be self-serving.
Finally, the C, which stands for compliant. They are logical, analytical and accurate rule-followers. 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 analyzing a spreadsheet.
The aspects of the C that can be frustrating, especially for the D, is Cs don’t like to make big decisions without researching EVERY possible option. Their work can appear to be over-analyzing (and it sometimes is.) And Cs have little patience for the “time-wasting” Is.
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.
When my clients that are business owners come to me, I tell them to look at each of these traits and hire someone with that skill set AND 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.”
It is important to remember, most people fall between categories giving them traits of both. And some traits are more strong than others. My two main behavioral traits are Dominant and an Influencer. On the other hand, my business partner falls right between Compliant and Supporter. So, our personality types work together rarely butting heads for the success of our business.
I’m not saying that if my business partner was a Dominant we couldn’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 could 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?
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 results-driven and are 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.