Use DiSC Assessments To Improve Sales Performance

Marketing and sales is all about communication.  Even if you have an experienced sales team, aligning them with effective marketing strategies that will drive profits can be difficult. Help these two camps work together productively by gaining better insight into their minds.  How so?  DiSC assessments are designed to improve sales performance. 

Let's discuss the basics of a DiSC assessment, its benefits, how it impacts sales and how managers can use it to build top-producing marketing and sales teams.  

What is a DiSC Assessment?

DiSC is a behavioral assessment test based on the DiSC Theory. Its design is to provide insight into how individuals behave and think. Understanding an employee's personality and behavior in the workplace is essential to maximizing productivity and cohesion with other employees. DiSC's  four distinct personality traits include:

1. Dominance: Having a dominant personality trait means a person is more direct and decisive. They are also more likely to take risks, be a self-starter and problem solver. They are motivated by new challenges and innovation. However, they are more likely to oppose authority.
2. Influence: Having an influential personality trait means a person is more trusting, optimistic and persuasive. They are great at connecting with others and asserting their "influence" with other team members. However, sometimes they are more focused on their office prestige than bottom-line results.  
3. Steadiness: Those with a steadiness personality trait tend to be team players and are reliable. They are methodical with tasks, both in and out of the office. However, they are generally more resistant to change and may take more time to adjust. 
4. Conscientious: The last category is for those focused on quality and competency. These individuals are generally analytical, precise and give attention to the quality of their work. Although more individualistic than other employees, they're least likely to verbalize their inner feelings and opinions. 

How DiSC Can Impact Your Sales Success

Understanding team members' DiSC profiles allows sales and marketing teams to connect better, communicate more effectively, and build a stronger relationship with prospective and current customers. The results from the assessment enable individuals from each team to understand how their unique profile impacts the sales process. Managers can then use strategies to complement individual personalities and increase productivity. Likewise, when you understand how team members think and act, you minimize the chances of miscommunication. 

Another way DiSC assessments can improve your sales is by developing a better understanding of your customers' buying preferences. Your sales team can find reliable ways to generate effective communication that leads to a lasting rapport with customers. They can then adapt those strategies to changes in buying behavior, making your customer service far superior and more successful. Here's a quick summary of how DiSC can impact your sales success.

• Greater insight into your sales and marketing teams' strengths and weaknesses
• A better understanding of where you could make improvements
• A better understanding of how to sell to people with different personality types
• Improve team communication and dynamics
• Improve self-awareness among team members
• Improve a team's ability to design and market a new product or service
• Cultivate a work culture of learning and engagement
• Connect customers with your product or service in a unique and meaningful way
• Cultivate lasting relationships with customers that lead to repeat purchases

Managers- Build Your Teams Using DiSC 

Using DiSC assessments is a useful way for managers to build sales and marketing teams with diverse personality traits. Each specific personality trait brings something unique to the table. Use those traits to build a team that complements each other's preferences.

Use DiSC to assign specific roles to individuals you know will succeed based on their personality traits and preferences. This will foster greater creativity and engagement among each member. Not to mention, it can also lead to more effective communication and overall productivity. 

As a manager, your task is to hire, train and manage teams with different personalities and learning preferences. The amazing thing about a DiSC assessment is it provides you with the necessary insight to know exactly how your team ticks, how you can maximize effective communication between each team member, and how you can leverage those distinct personalities into increased sales performance.

DiSC Maximizes the Five Stages of Action

When building a marketing and sales team, you want each team to maximize the five stages of action. This fundamental sales technique includes:  

1. Attention: Getting eyes on your product or service
2. Interest: Getting customers interested in what you have to sell
3. Desire: Making the customer feel like they need your product or service
4. Conviction: Convincing customers they need what you offer
5. Action: Closing the sale with a purchase

At each stage in the sales process, communication is vitally important between both sales members and customers. It's a very delicate and fine line teams have to walk to finalize a sale, which requires excellent training to get the job done. That is why DiSC profiles add so much value. DiSC allows you to build a team that can handle the task at hand and work together effectively. In addition, you can identify the DiSC profile that best matches the traits of your customers. 

Generate More Sales - How? 

At Improving Sales Performance, our name says it all. We are here to help your business increase its bottom line. Through our frameworks, we aim to increase your revenue and optimize your sales methodology. 

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