Everyone on a sales team doesn't always march in the same direction.

The DiSC® Behavioral System is a proven, non-judgmental language for exploring behavioral issues. DiSC® Profiling can contribute to a sales team's overall effective- ness and dramatically help in the hiring process. By exploring behavior across four primary dimensions, notably Dominance, Influence, Steadiness And Conscientiousness, companies learn to understand and appreciate how these traits impact on the sales process.

What does this mean? Basically, we employ a short and inexpensive process that asks a salesperson or sales manager to respond to an online personal profile format. Our response assessment helps the individual see how much he or she uses each dimension of behavior in a particular situation.

The DiSC^® Behavioral System

From this one response medium, a myriad of sales related insights can be gleaned for both the individual and the entire sales team. These reports are customized and can include:

• A General Characteristics Report
• Creating a Positive Relationship with the Person
• How the Person Relates to People and His/Her Environment
• Strategies for Managing the Person
• How This Person Tends to Manage
• The Person's Natural Approach to the Sales Process
• Strategies for Managing the Person in a Sales Environment

While the same concepts of The DiSC® Behavioral System can be applied to sales strategies and increasing client/customer receptivity and sales results, Commonwealth focuses primarily on the impact of this concept on the sales organization itself. It is clear that knowing an individual's behavioral traits can increase the likelihood of "good hires" and enhance the teamwork and effectiveness of the entire sales organization.

What Information Is Available To Management?

Within a few days after beginning the process, a Commonwealth client can access a formal, detailed report on an individual. As noted above, these behavioral insights are oriented to practical, important sales issues that impact on your team every day. For a comprehensive look at the scope and depth of the information you can obtain, click on this link, Sales Profile Options.

How You Can Benefit

Most in sales management would agree that they could enhance the effectiveness of their salespeople if they could:

• Pinpoint their behavioral strengths and weakness.
• Identify their motivating and demotivating factors.
• Determine the best communication approach to use for an individual.
• Understand and/or appreciate an individual's selling style.
  

When a company does this, there can be many possible benefits. Sales managers can realize these immediate results, all of which can promote better performance. You can:

• Manage/coach your people more effectively
• Foster teamwork
• Increase sales
• Make better hiring decisions
• Understand your own behavior/management style
• Improve communications within the organization
• Promote the appreciation of different styles
• Enhance individual and team performance
• Reduce conflict

How Does It Work?

DiSC® Profiling is quick, easy to complete, and inexpensive. The process, which can be fully completed in as few as three days, follows these simple steps.

• You go to a designated internet site and enter the ID code that Commonwealth assigns your company.
• You log in and then complete a response form, about a ten minute process.
• Within a few days, Commonwealth forwards the detailed assessment to you.

This comprehensive assessment, in Adobe PDF format, is now ready for immediate use as the client sees fit. For a sample of a typical DiSC® Profile, and further information on how this approach can help you now, contact us at the address or telephone number below.