Equipping Your Sales and Customer Service Team for Success

Have your sales or customers’ behavior been unpredictable? Feeling stuck about which direction to shift in an unpredictable economy? Are you unsure how to approach potential or existing customers to pitch your product or services? There’s good news for you!

DISC theory studies human behavior and proves that while people are different, they are predictably different! By understanding behavior and personalities, businesses can preempt seemingly unknown consumer expectations by factoring in the known human behavioral styles and indicators.

Sun Tzu said,

“If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, you will also suffer a defeat for every victory gained. If you know neither the enemy nor yourself, you will succumb in every battle.”

What businesses can learn from Sun Tzu is the importance of developing our self-awareness by identifying our strengths and weaknesses while also learning about people we may interact with daily. In doing so, we become equipped and empowered to engage from a place of knowledge and understanding, gaining flexibility in our business strategies.

Where to start? Depending on the stage of development your organization is in, the following provides a roadmap to success for consideration:

1. Self-Awareness.

The DISC Sales personality assessment is an excellent self-awareness tool individuals and teams can utilize to increase knowledge of strengths and areas for improvement. It is a universal tool used to establish a common behavioral language utilized within any industry, but is specially developed for sales professionals to give them a roadmap to success. Use this to equip and empower salespeople to embrace and operate in their strength zones.

2. Thinking Style, Values, and Motivators.

Going beyond DISC with TEAMS, Values, and Behavioral Attitudes provides in-depth insight into the roles of individuals on a team, what their core beliefs are, and what motivates them. The 4D Report by PeopleKeys is a great teambuilding tool that helps sales teams to better understand how to communicate and collaborate more effectively with each other, increase productivity, and perhaps identify whether someone is struggling in their current role or position.

3. Professional Development.

Organizations can strengthen employee and team effectiveness in sales by offering opportunities to hone skills for operating in the global arena more effectively. There are a few options for organizations to consider based on their focus areas, such as prospecting or selling. The result for either is a more confident, equipped, and successful employee, team, and organization.

4. Organizational Development.

Over time, organizations can benefit from adopting their own internal programming and offer customized training to their staff members. If you are looking to improve your hiring process, consider DISC training for your talent management or hiring authorities. For sales organizations looking to fill positions that require people-oriented personalities, or perhaps positions that require more task-oriented personalities, Predictive Hiring is effective at identifying those inherent behavioral styles, thus ensuring the best candidates are selected for consideration.

Many organizations look to outsource training and development, but that can consume time and funding which would otherwise be better utilized to advance internal operations. Take back control of your organization and equip your staff and team to get unstuck, or better yet, avoid getting stuck, with practical and effective solutions that can be applied to any profession.

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Written by: Lindy Lamielle

Lindy is a retired Air Force veteran, Certified Behavioral Life Coach, and DISC Consultant and entrepreneur who enjoys learning and sharing knowledge. When she's not sitting on the soccer field sidelines or putting out teenage fires, she fills her cup through speaking, writing, coaching small business owners and entrepreneurs, and performing a little social media sourcery. Personality Style: S-I