Quick Takes on Leadership+Management
The DISC theory of human personality was initially developed by Dr. William Moulton Marston. Dr. Marston created the framework to categorize people’s behavior. Then, Walter Clarke developed an assessment based on Marston’s theory. Clarke’s goal was to help businesses find qualified candidates for their open positions. DISC-based assessments can reveal important details about an individual’s communication patterns and workplace behavior. TeamTrait'sTM behavioral assessments include a DISC-based component because it provides valuable behavioral data.
Culture fit is about how employees work together, with managers and with prospects and clients. Often culture develops organically in an organization. But it can be influenced by the company’s stated strategies and overall mission. When hiring, recruiters and managers review candidates’ values, behaviors and work preferences to determine how well they align with the organization’s culture. With a solid alignment, collaboration and engagement will be easier. And the employee experience improves.
Sales managers, do you feel like the most underappreciated employee in your organization? That may be because you lack the required sales manager skills. How can you focus on developing these skills when you’re supposed to manage your reps? It’s not as hard as it sounds.
Do leaders understand the dynamics of their team’s behavior? With the right behavioral insights, they can improve communication, collaboration, decision-making, and team performance. Sales leaders, in particular, should strive to improve the work experience for their reps as our research shows they face an average of 30% in staff turnover every year.
Is the feedback you’re giving to employees making any difference? I’m not talking about praise feedback. The bigger challenge is learning how to give feedback that results in improved work performance or better team participation. In our Voice of the Sales Rep survey, only 58% of sales professionals reported being crystal clear on what their managers expected of them.
When it comes to sales hiring, business leaders must identify the right candidate. While more businesses are using personality tests, these tests can’t highlight which candidate will excel at sales. Recruiters should use sales acumen assessments to evaluate candidates’ practical sales judgement and decision-making skills.
Solutions for Higher Performing Teams
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Manage Smarter Podcast
The Manage Smarter show features lively discussions about the psychology of sales, marketing, management and leadership.
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Sales Manager Infographics
High performing sales teams start with high performing sales managers.
In fact, recent studies show 70% of the variance in team engagement is determined solely by the manager.