Team Insights

Sales Management – 2/24/22

Updated February 25, 2022

Team DISC

D
I
S
C
Extrovert
People
Introvert
Task

Decisiveness

How team members tend to approach problems and make decisions

Higher D Styles

Tend to solve new problems very quickly and assertively. They take an active and direct approach to obtaining results. The key here is new problems such as those that are unprecedented or haven't happened before. There may also be an element of risk in taking the wrong approach or developing an incorrect solution, but those with a High D score are willing to take those risks, even if they may be incorrect.

Lower D Styles

Tend to solve new problems in a more deliberate, controlled, and organized manner. Again, the key here is new and unprecedented problems. The Lower D style will solve routine problems very quickly because the outcomes are already known. But, when the outcomes are unknown and the problem is an uncertain one, the Lower D style will approach the new problem in a calculated and deliberate manner by thinking things through very carefully before acting.

Interactivity

How team members tend approach to interacting with people and display of emotions

Higher I Styles

Tend to meet new people in an outgoing, gregarious, and socially assertive manner. The key here is new people whom one hasn't met before. Many other styles are talkative, but more so with people that they've known for some time. The Higher I scores are talkative, interactive and open even with people whom they have just initially met. People scoring in this range may also be a bit impulsive. Generally speaking, those with the Higher I scores are generally talkative and outgoing.

Lower I Styles

Tend to meet new people in a more controlled, quiet and reserved manner. Here's where the key word "new people" enters the equation. Those with Lower I scores are talkative with their friends and close associates, but tend to be more reserved with people they've just recently met. They tend to place a premium on the control of emotions, and approach new relationships with a more reflective approach than an emotional one.

Stability

How team members tend to approach the pace of the work environment

Higher S Styles

Tend to prefer a more controlled, deliberative and predictable environment. They place a premium on security of a work situation and disciplined behavior. They also tend to show a sense of loyalty to a team or organization, and as a result, may have a greater longevity or tenure in a position than some other styles. They have an excellent listening style and are very patient coaches and teachers for others on the team.

Lower S Styles

Tend to prefer a more flexible, dynamic, unstructured work environment. They value freedom of expression and the ability to change quickly from one activity to another. They tend to become bored with the same routine that brings security to the Higher S traits. As a result, they will seek opportunities and outlets for their high sense of urgency and high activity levels, as they have a preference for spontaneity.

Cautiousness

How team members tend to approach standards, procedures, and expectations

Higher C Styles

Tend to adhere to rules, standards, procedures, and protocol set by those in authority whom they respect. They like things to be done the right way according to the operating manual. "Rules are made to be followed" is an appropriate motto for those with higher C scores. They have some of the highest quality control interests of any of the styles and frequently wish others would do the same.

Lower C Styles

Tend to operate more independently from the rules and standard operating procedures. They tend to be bottom-line oriented. If they find an easier way to do something, they'll do it by developing a variety of strategies as situations demand. To the Lower C scores, rules are only guidelines, and may be bent or broken as necessary to obtain results.

Team Values

Very Low Low Average High Very High
Aesthetic balance, harmony and form
Economic economic or practical returns
Individualistic stand out as independent and unique
Political be in control or have influence
Altruist humanitarian efforts or to help others altruistically
Regulatory establish order, routine and structure
Theoretical knowledge, learning and understanding

Annabel Kyler

DISC Style

Values/Drivers

Very HighAesthetic Places great importance in finding a good work-life balance, creating more than destroying and artistic self expression.
Very HighEconomic Very competitive and bottom-line oriented.
AverageIndividualistic Not an extremist and able to balance the needs of both others and self.
Very HighPolitical Very strong leader, and able to take control of a variety of initiatives and maintain control.
LowAltruist Won't be taken advantage of and protect own turf and that of the team or organization.
HighRegulatory Strong preference for following established systems or creating them if none present.
Very LowTheoretical Doesn't get bogged down in details and minutia.

Things to do to effectively communicate with Annabel Kyler:

  • Put the details in writing, but don't plan on discussing them too much.
  • Plan to talk about things that support her dreams and goals.
  • Provide options for Annabel to express her opinions and make some of the decisions.
  • Provide immediate incentives for her willingness to help on the project. Ask for her opinions.
  • Motivate and persuade Annabel by referring to objectives and expected results.
  • Offer input on how to make the ideas become reality.
  • When agreeing, support the ideas and potential results, not the person.

Things to avoid to effectively communicate with Annabel Kyler:

  • Don't forget or lose things necessary for the meeting or project.
  • Don't stick too rigidly to the agenda. Let her lead the way to more social conversation.
  • Avoid leaving loopholes or vague issues hanging in the air.
  • Avoid being overly task-oriented.
  • Don't be sloppy or disorganized.
  • Avoid asking rhetorical questions, or useless ones.
  • Avoid getting bogged down in facts, figures, or abstractions.

Candace Richter

DISC Style

Values/Drivers

AverageAesthetic Able to appreciate the benefit for balance and harmony without losing sight of the practical side of things.
AverageEconomic Able to perceive and create a balance between the need for economic return and other needs as well.
Very HighIndividualistic Demonstrates high independence and project self-confidence.
HighPolitical Able to accept the credit or take the blame with a 'the buck stops here' attitude.
HighAltruist Has a high desire to help others learn, grow, and develop.
LowRegulatory Able to be a multi-threaded problem solver, able to shift gears and projects in a flexible way.
LowTheoretical Less concerned with the big picture or knowledge for knowledge sake.

Things to do to effectively communicate with Candace Richter:

  • Ask for input regarding people and specific assignments.
  • Offer specific evidence about the probability of success or effectiveness of some of the options.
  • Put the details in writing, but don't plan on discussing them too much.
  • Get to the point quickly and don't ramble.
  • Free-up enough to be engaging, stimulating, and fast-paced.
  • Don't get off the track and talk about other issues or items.
  • Provide immediate incentives for willingness to help on the project.

Things to avoid to effectively communicate with Candace Richter:

  • Don't come in with a ready-made decision, unless you are ready to accept changes.
  • Avoid getting bogged down in facts, figures, or abstractions.
  • Avoid wild speculations without factual support.
  • Avoid leaving loopholes or vague issues hanging in the air.
  • Don't stick too rigidly to the agenda.
  • Don't leave decisions hanging in the air.
  • Don't make decisions for anyone.

Carolyn Vanaskie

DISC Style

Values/Drivers

AverageAesthetic Able to appreciate the benefit for balance and harmony without losing sight of the practical side of things.
Very HighEconomic Very competitive and bottom-line oriented.
AverageIndividualistic Not an extremist and able to balance the needs of both others and self.
Very HighPolitical Very strong leader, and able to take control of a variety of initiatives and maintain control.
AverageAltruist Concerned for others without giving everything away; a stabilizer.
AverageRegulatory Able to balance and understand the need to have structure and order, but not paralyzed without it.
LowTheoretical Less concerned with the big picture or knowledge for knowledge sake.

Things to do to effectively communicate with Carolyn Vanaskie:

  • Provide testimonials from people seen as important and prominent.
  • Plan to talk about things that support dreams and goals.
  • Plan some extra time in your schedule for talking, relating, and socializing.
  • Find some areas of common interest and involvement.
  • Put the details in writing, but don't plan on discussing them too much.
  • Free-up enough to be engaging and optimistic in your conversations.
  • Break the ice with a brief personal comment.

Things to avoid to effectively communicate with Carolyn Vanaskie:

  • If you disagree, don't let it reflect on others personally, and don't let it affect the relationship.
  • Don't legislate or issue edicts.
  • Don't be short-tempered, cold, or tight-lipped.
  • Don't be domineering or demanding.
  • Be certain all decision-points have reached closure and action-plans are the result.
  • Don't stick too rigidly to the agenda.
  • Don't force others to agree quickly with your objectives and position; provide some time to warm up to the ideas and for mutual ownership.

Dani Rohlfing

DISC Style

Values/Drivers

AverageAesthetic Able to appreciate the benefit for balance and harmony without losing sight of the practical side of things.
HighEconomic High drive for economic gain helps provide motivation through long projects and assignments.
AverageIndividualistic Not an extremist and able to balance the needs of both others and self.
Very HighPolitical Very strong leader, and able to take control of a variety of initiatives and maintain control.
Very HighAltruist Has a very high sincerity-factor and a high empathy for others' needs.
AverageRegulatory Able to balance and understand the need to have structure and order, but not paralyzed without it.
LowTheoretical Less concerned with the big picture or knowledge for knowledge sake.

Things to do to effectively communicate with Dani Rohlfing:

  • Don't get off the track and talk about other issues or items.
  • Join in with some name-dropping, talk positively about people and their goals.
  • Get to the point quickly and don't ramble.
  • Plan to talk about things that support dreams and goals.
  • Ask for input regarding people and specific assignments.
  • Do your homework and be prepared with goals, objectives, support materials, etc., but don't plan on using all of them. Have the material with you as support.
  • Motivate and persuade by referring to objectives and expected results.

Things to avoid to effectively communicate with Dani Rohlfing:

  • Be certain all decision-points have reached closure and action-plans are the result.
  • Don't be short-tempered, cold, or tight-lipped.
  • Don't leave decisions hanging in the air.
  • Don't forget or lose things necessary for the meeting or project.
  • Don't 'dream' too much with the team or you'll lose time.
  • When disagreeing, don't let it reflect on anyone personally.
  • Don't stick too rigidly to the agenda.

Fiona Lemesany

DISC Style

Values/Drivers

HighAesthetic Very much prefers form, harmony and balance. Likely a strong advocate for green initiatives and protecting personal time and space.
Very HighEconomic Very competitive and bottom-line oriented.
AverageIndividualistic Not an extremist and able to balance the needs of both others and self.
HighPolitical Able to accept the credit or take the blame with a 'the buck stops here' attitude.
AverageAltruist Concerned for others without giving everything away; a stabilizer.
HighRegulatory Strong preference for following established systems or creating them if none present.
LowTheoretical Less concerned with the big picture or knowledge for knowledge sake.

Things to do to effectively communicate with Fiona Lemesany:

  • Plan some extra time in your schedule for talking, relating, and socializing.
  • Plan to talk about things that support dreams and goals.
  • Provide testimonials from people seen as important and prominent.
  • If you disagree with the direction, make an organized presentation of your position.
  • List pros and cons to suggestions you make.
  • Free-up enough to be engaging, stimulating, and fast-paced.
  • If you agree with the outcome, follow through and do what you say you will do.

Things to avoid to effectively communicate with Fiona Lemesany:

  • Don't fail to follow through. If you say you're going to do something, do it.
  • Don't legislate.
  • Don't talk down to anyone.
  • Don't rush the issues or the decision-making process until you have buy-in.
  • Be certain all decision-points have reached closure and action-plans are the result.
  • Don't use unreliable evidence or testimonials.
  • Don't be dogmatic.

Hayley Kluding

DISC Style

Values/Drivers

AverageAesthetic Able to appreciate the benefit for balance and harmony without losing sight of the practical side of things.
Very HighEconomic Very competitive and bottom-line oriented.
AverageIndividualistic Not an extremist and able to balance the needs of both others and self.
Very HighPolitical Very strong leader, and able to take control of a variety of initiatives and maintain control.
AverageAltruist Concerned for others without giving everything away; a stabilizer.
LowRegulatory Able to be a multi-threaded problem solver, able to shift gears and projects in a flexible way.
AverageTheoretical Able to balance the quest for understanding and knowledge with the practical needs of a situation.

Things to do to effectively communicate with Hayley Kluding:

  • Free-up enough to be engaging, stimulating, and fast-paced.
  • Be certain to conclude the communication with some modes of action and specific next-steps for all involved.
  • Offer input on how to make the ideas become reality.
  • Be candid, open, and patient.
  • Plan some extra time in your schedule for talking, relating, and socializing.
  • Find some areas of common interest and involvement.
  • Plan to talk about things that support dreams, and goals.

Things to avoid to effectively communicate with Hayley Kluding:

  • Don't stick too rigidly to the agenda.
  • Don't be curt, cold, or tight-lipped.
  • Don't leave decisions hanging in the air. Be certain all decision-points have reached closure and action-plans are the result.
  • Avoid getting bogged down in facts, figures, or abstractions.
  • Don't make decisions for her.
  • Don't be domineering or demanding.
  • Don't 'dream' too much with her or you'll lose time.

Lindsay Raponi

DISC Style

Values/Drivers

AverageAesthetic Able to appreciate the benefit for balance and harmony without losing sight of the practical side of things.
AverageEconomic Able to perceive and create a balance between the need for economic return and other needs as well.
AverageIndividualistic Not an extremist and able to balance the needs of both others and self.
HighPolitical Able to accept the credit or take the blame with a 'the buck stops here' attitude.
HighAltruist Has a high desire to help others learn, grow, and develop.
HighRegulatory Strong preference for following established systems or creating them if none present.
HighTheoretical Has a high interest level in understanding all aspects of a situation or subject.

Things to do to effectively communicate with Lindsay Raponi:

  • Allow time to verify the issues and potential outcomes.
  • Be certain to emphasize next action steps.
  • Ask for input regarding people and specific assignments.
  • Be certain to conclude the communication with some modes of action and specific next-steps for all involved.
  • Free-up enough to be engaging, stimulating, and fast-paced.
  • Prepare your case in advance; don't 'wing-it' using charm alone.
  • Be accurate and realistic, don't over-inflate ideas or outcomes.

Things to avoid to effectively communicate with Lindsay Raponi:

  • Don't be dogmatic.
  • Avoid being impersonal or judgmental.
  • Don't leave decisions hanging in the air.
  • Don't rush the issues or the decision-making process until you have buy-in.
  • Don't use unreliable evidence or testimonials.
  • Don't be vague about what's expected of either of you.
  • Don't use someone else's opinions as evidence.

Lindsay Larance

DISC Style

Values/Drivers

AverageAesthetic Able to appreciate the benefit for balance and harmony without losing sight of the practical side of things.
Very HighEconomic Very competitive and bottom-line oriented.
HighIndividualistic Has no problem standing up for your own rights and may impart this energy into others as well.
Very HighPolitical Very strong leader, and able to take control of a variety of initiatives and maintain control.
HighAltruist Has a high desire to help others learn, grow, and develop.
Very LowRegulatory An independent and autonomous agent, very flexible problem-solver, and able to craft a variety of solutions.
AverageTheoretical Able to balance the quest for understanding and knowledge with the practical needs of a situation.

Things to do to effectively communicate with Lindsay Larance:

  • Be certain to conclude the communication with some modes of action and specific next-steps for all involved.
  • Plan to talk about things that support dreams and goals.
  • Provide immediate incentives for willingness to help on the project.
  • Ask for input regarding people and specific assignments.
  • Be candid, open, and patient.
  • Provide clear, specific solutions, and support your position.
  • Find some areas of common interest and involvement.

Things to avoid to effectively communicate with Lindsay Larance:

  • Avoid being impersonal or judgmental.
  • Don't legislate or issue edicts.
  • Don't rush into business or the agenda; provide some time to break the ice.
  • Avoid being overly task-oriented.
  • Don't threaten with position or power.
  • Don't leave the idea or plan without backup support.
  • Don't be domineering or demanding.

Melissa Nguyen

DISC Style

Values/Drivers

AverageAesthetic Able to appreciate the benefit for balance and harmony without losing sight of the practical side of things.
Very HighEconomic Very competitive and bottom-line oriented.
AverageIndividualistic Not an extremist and able to balance the needs of both others and self.
HighPolitical Able to accept the credit or take the blame with a 'the buck stops here' attitude.
AverageAltruist Concerned for others without giving everything away; a stabilizer.
AverageRegulatory Able to balance and understand the need to have structure and order, but not paralyzed without it.
AverageTheoretical Able to balance the quest for understanding and knowledge with the practical needs of a situation.

Things to do to effectively communicate with Melissa Nguyen:

  • If you say you're going to do something, do it.
  • Observe for possible areas of disagreement as some may not be verbal about them.
  • Make an organized appeal for support and contributions.
  • If you agree with the outcome, follow through and do what you say you will do.
  • Be certain that the information you have is credible.
  • Be certain to follow though on your part of the project.
  • Keep on task with the business agenda.

Things to avoid to effectively communicate with Melissa Nguyen:

  • Don't manipulate or bully others into agreeing.
  • Don't be domineering or demanding.
  • Don't be rude, abrupt, or too fast-paced in your delivery.
  • Don't be unrealistic with deadlines.
  • Don't offer promises you can't keep.
  • Don't be careless or haphazard.
  • Don't fail to follow through. If you say you're going to do something, do it.

Reid Livingston

DISC Style

Values/Drivers

AverageAesthetic Able to appreciate the benefit for balance and harmony without losing sight of the practical side of things.
HighEconomic High drive for economic gain helps provide motivation through long projects and assignments.
LowIndividualistic Able to support the efforts of the team without demanding the limelight; a supportive team player.
HighPolitical Able to accept the credit or take the blame with a 'the buck stops here' attitude.
AverageAltruist Concerned for others without giving everything away; a stabilizer.
AverageRegulatory Able to balance and understand the need to have structure and order, but not paralyzed without it.
HighTheoretical Has a high interest level in understanding all aspects of a situation or subject.

Things to do to effectively communicate with Reid Livingston:

  • Ask for her input regarding people and specific assignments.
  • Provide options for Reid to express her opinions and make some of the decisions.
  • Ask 'what' oriented questions that close the issue or topics.
  • Be efficient: Hit the major points first.
  • Be prepared to handle some objections.
  • When agreeing, support the ideas and potential results, not the person.
  • Plan some extra time in your schedule for talking, relating, and socializing, but let her take the lead, and don't be surprised if the socializing ends abruptly.

Things to avoid to effectively communicate with Reid Livingston:

  • Avoid wild speculations without factual support.
  • Don't leave decisions hanging in the air. Be certain all decision points have reached closure and action-plans are the result.
  • Don't forget or lose things necessary for the meeting or project.
  • Avoid being overly task-oriented.
  • Avoid leaving loopholes or vague issues hanging in the air.
  • Don't direct or order.
  • When disagreeing, don't let it reflect on her personally.

Tenley Whitrock

DISC Style

Values/Drivers

AverageAesthetic Able to appreciate the benefit for balance and harmony without losing sight of the practical side of things.
Very HighEconomic Very competitive and bottom-line oriented.
HighIndividualistic Has no problem standing up for your own rights and may impart this energy into others as well.
HighPolitical Able to accept the credit or take the blame with a 'the buck stops here' attitude.
AverageAltruist Concerned for others without giving everything away; a stabilizer.
HighRegulatory Strong preference for following established systems or creating them if none present.
LowTheoretical Less concerned with the big picture or knowledge for knowledge sake.

Things to do to effectively communicate with Tenley Whitrock:

  • Do your homework and be prepared with goals, objectives, support materials, etc., but don't plan on using all of them. Have the material with you as support.
  • Don't get off the track and talk about other issues or items.
  • Motivate and persuade by referring to objectives and expected results.
  • Ask for input regarding people and specific assignments.
  • Be specific about what needs to be done and who is going to do it.
  • Be efficient: Hit the major points first.
  • Join in with some name-dropping, talk positively about people and their goals.

Things to avoid to effectively communicate with Tenley Whitrock:

  • Avoid making guarantees and assurances when there is a risk in meeting them.
  • Avoid rambling discussion and wasting time.
  • Don't forget or lose things necessary for the meeting or project.
  • Don't come in with a ready-made decision, unless you are ready to accept changes.
  • Don't make decisions for anyone.
  • Don't leave decisions hanging in the air.
  • When disagreeing, don't let it reflect on anyone personally.