Team Insights

Pat Cap Finance – Sales Team

Updated April 21, 2020

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

Chris Santy

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.
LowAltruist Won't be taken advantage of and protect own turf and that of the team or organization.
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 Chris Santy:

  • Offer input on how to make the ideas become reality.
  • Put the details in writing, but don't plan on discussing them too much.
  • Be specific about what needs to be done and who is going to do it.
  • Be clear in your explanations.
  • Be certain to conclude the communication with some modes of action and specific next-steps for all involved.
  • Ask 'what' oriented questions that close the issue or topics.
  • Ask for input regarding people and specific assignments.

Things to avoid to effectively communicate with Chris Santy:

  • Avoid being impersonal or judgmental.
  • Avoid getting bogged down in facts, figures, or abstractions.
  • Don't forget or lose things necessary for the meeting or project.
  • Avoid rambling discussion and wasting time.
  • Don't leave decisions hanging in the air.
  • Don't make decisions for anyone.
  • Be certain all decision-points have reached closure and action-plans are the result.

Emily Cain

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.
HighPolitical Able to accept the credit or take the blame with a 'the buck stops here' attitude.
LowAltruist Won't be taken advantage of and protect own turf and that of the team or organization.
Very HighRegulatory Well disciplined, and follow standard operating protocol and traditional ways.
AverageTheoretical Able to balance the quest for understanding and knowledge with the practical needs of a situation.

Things to do to effectively communicate with Emily Cain:

  • Ask for input regarding people and specific assignments.
  • Offer input on how to make the ideas become reality.
  • Break the ice with a brief personal comment.
  • Be certain to remember to provide specific action steps and details for all involved.
  • Allow time to verify the issues and potential outcomes.
  • Outline individual tasks and responsibilities in writing.
  • Be certain to emphasize next action-steps.

Things to avoid to effectively communicate with Emily Cain:

  • Don't rush the issues or the decision-making process.
  • Don't be vague about what's expected.
  • Don't use someone else's opinions as evidence.
  • Don't be disorganized or sloppy.
  • Avoid being impersonal or judgmental.
  • If you disagree, don't let it reflect on others personally, and don't let it affect the relationship.
  • Don't fail to follow through. If you say you're going to do something, do it.

Geoff Smith

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 Geoff Smith:

  • Offer input on how to make the ideas become reality.
  • Be specific about what needs to be done and who is going to do it.
  • Put the details in writing, but don't plan on discussing them too much.
  • Use the words of the discussion to direct you back to the topic or issue at hand.
  • Provide immediate incentives for willingness to help on the project.
  • Ask for input regarding people and specific assignments.
  • Free-up enough to be engaging, stimulating, and fast-paced.

Things to avoid to effectively communicate with Geoff Smith:

  • Don't stick too rigidly to the agenda.
  • Don't legislate or dictate goals or activities.
  • Don't 'dream' too much or you'll lose time.
  • Don't make decisions for anyone.
  • Avoid making guarantees and assurances when there is a risk in meeting them.
  • Don't be dogmatic or authoritarian.
  • Avoid asking rhetorical questions, or useless ones.

Greg Dinkin

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.
AverageEconomic Able to perceive and create a balance between the need for economic return and other needs as well.
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.
Very HighAltruist Has a very high sincerity-factor and a high empathy for others' needs.
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 Greg Dinkin:

  • Get to the point quickly and don't ramble.
  • Provide testimonials from people seen as important and prominent.
  • Offer specific evidence about the probability of success or effectiveness of some of the options.
  • 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.
  • Be specific about what needs to be done and who is going to do it.
  • Offer input on how to make the ideas become reality.
  • Plan to talk about things that support dreams and goals.

Things to avoid to effectively communicate with Greg Dinkin:

  • Don't confuse or distract from the business issues at hand.
  • Don't talk down to anyone.
  • Don't come in with a ready-made decision, unless you are ready to accept changes.
  • Avoid wild speculations without factual support.
  • Don't forget or lose things necessary for the meeting or project.
  • Avoid being impersonal or judgmental.
  • Don't be short-tempered, cold, or tight-lipped.

Jason Raff

DISC Style

Values/Drivers

Very HighAesthetic Places great importance in finding a good work-life balance, creating more than destroying and artistic self expression.
AverageEconomic Able to perceive and create a balance between the need for economic return and other needs as well.
HighIndividualistic Has no problem standing up for your own rights and may impart this energy into others as well.
AveragePolitical Flexible, able to take or leave the power or clout that comes with the job title or assignment.
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 Jason Raff:

  • Put the details in writing, but don't plan on discussing them too much.
  • Join in with some name-dropping, talk positively about people and their goals.
  • Provide testimonials from people he sees as important and prominent.
  • Offer input on how to make the ideas become reality.
  • Be prepared to handle some objections.
  • Be efficient: Hit the major points first.
  • Ask 'what' oriented questions that close the issue or topics.

Things to avoid to effectively communicate with Jason Raff:

  • Don't direct or order.
  • When agreeing, don't reinforce with "I'm with you, Jason."
  • Don't talk down to him.
  • Don't leave decisions hanging in the air. Be certain all decision points have reached closure and action-plans are the result.
  • Avoid leaving loopholes or vague issues hanging in the air.
  • Don't be sloppy or disorganized.
  • Avoid wild speculations without factual support.

Jonathan Carrizzo

DISC Style

Values/Drivers

LowAesthetic Has a bottom-line approach focusing on functionality over form or aesthetics.
HighEconomic High drive for economic gain helps provide motivation through long projects and assignments.
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.
LowAltruist Won't be taken advantage of and protect own turf and that of the team or organization.
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 Jonathan Carrizzo:

  • Find some areas of common interest and involvement.
  • Present your ideas and opinions in a non-threatening way.
  • Put the details in writing, but don't plan on discussing them too much.
  • Outline individual tasks and responsibilities in writing.
  • Provide clear, specific solutions, and support your position.
  • Plan to talk about things that support dreams and goals.
  • Join in with some name-dropping, talk positively about people and their goals.

Things to avoid to effectively communicate with Jonathan Carrizzo:

  • Don't be domineering or demanding.
  • Don't manipulate or bully into agreeing.
  • Be certain all decision-points have reached closure and action-plans are the result.
  • Don't offer assurances and guarantees you can't fulfill.
  • Don't leave the idea or plan without backup support.
  • Don't legislate or issue edicts.
  • Don't leave decisions hanging in the air.

Justin T-Clevenstine

DISC Style

Values/Drivers

Very LowAesthetic Not into artistic expression, or achieving balance and harmony in life. All about the utilitarian, bottom-line results.
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.
HighRegulatory Strong preference for following established systems or creating them if none present.
AverageTheoretical Able to balance the quest for understanding and knowledge with the practical needs of a situation.

Things to do to effectively communicate with Justin T-Clevenstine:

  • Be casual and informal with gestures and body language.
  • Outline individual tasks and responsibilities in writing.
  • Free-up enough to be engaging and optimistic in your conversations.
  • Provide clear, specific solutions, and support your position.
  • Be candid, open, and patient.
  • Put the details in writing, but don't plan on discussing them too much.
  • Plan some extra time in your schedule for talking, relating, and socializing.

Things to avoid to effectively communicate with Justin T-Clevenstine:

  • Don't be rude, abrupt in your delivery.
  • Don't offer assurances and guarantees you can't fulfill.
  • Don't stick too rigidly to the agenda.
  • Don't leave the idea or plan without backup support.
  • Don't threaten with position or power.
  • Be certain all decision-points have reached closure and action-plans are the result.
  • Don't be short-tempered, cold, or tight-lipped.

Lincoln McPherson

DISC Style

Values/Drivers

Very LowAesthetic Not into artistic expression, or achieving balance and harmony in life. All about the utilitarian, bottom-line results.
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.
AverageTheoretical Able to balance the quest for understanding and knowledge with the practical needs of a situation.

Things to do to effectively communicate with Lincoln McPherson:

  • Provide clear, specific solutions, and support your position.
  • Be certain that individual responsibilities are clear, and there are no ambiguities.
  • Do your homework, because others will have already done their share of it.
  • Break the ice with a brief personal comment.
  • Present your ideas and opinions in a non-threatening way.
  • Be accurate and realistic, don't over-inflate ideas or outcomes.
  • Outline individual tasks and responsibilities in writing.

Things to avoid to effectively communicate with Lincoln McPherson:

  • Don't stick to a strictly business agenda. Loosen up a little.
  • Don't push too hard.
  • Don't be domineering or demanding.
  • Don't use unreliable evidence or testimonials.
  • Don't be unrealistic with deadlines.
  • Avoid being overly task-oriented.
  • If you disagree, don't let it reflect on others personally, and don't let it affect the relationship.

Mike Borelli

DISC Style

Values/Drivers

Very LowAesthetic Not into artistic expression, or achieving balance and harmony in life. All about the utilitarian, bottom-line results.
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.
LowAltruist Won't be taken advantage of and protect own turf and that of the team or organization.
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 Mike Borelli:

  • Provide immediate incentives for willingness to help on the project.
  • Don't get off the track and talk about other issues or items.
  • Be prepared to handle some objections.
  • Motivate and persuade by referring to objectives and expected results.
  • Get to the point quickly and don't ramble.
  • When agreeing, support the ideas and potential results, not the person.
  • 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.

Things to avoid to effectively communicate with Mike Borelli:

  • Don't stick too rigidly to the agenda.
  • Avoid rambling discussion and wasting time.
  • Avoid wild speculations without factual support.
  • Don't direct or order.
  • Avoid leaving loopholes or vague issues hanging in the air.
  • Don't be short-tempered, cold, or tight-lipped.
  • Avoid making guarantees and assurances when there is a risk in meeting them.

Ryan Matthews

DISC Style

Values/Drivers

LowAesthetic Has a bottom-line approach focusing on functionality over form or aesthetics.
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.
Very LowAltruist Guards trust level so as not to get burned, either self or team.
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 Ryan Matthews:

  • Provide immediate incentives for willingness to help on the project.
  • Be clear in your explanations.
  • Plan to talk about things that support dreams and goals.
  • Be specific about what needs to be done and who is going to do it.
  • Provide testimonials from people seen as important and prominent.
  • Use the words of the discussion to direct you back to the topic or issue at hand.
  • Offer specific evidence about the probability of success or effectiveness of some of the options.

Things to avoid to effectively communicate with Ryan Matthews:

  • Avoid making guarantees and assurances when there is a risk in meeting them.
  • Don't be aloof, cold, or seem disinterested.
  • Avoid being overly task oriented.
  • Don't legislate or dictate goals or activities.
  • Avoid wild speculations without factual support.
  • Don't make decisions for anyone.
  • Avoid being impersonal or judgmental.