DISC 18 profile in the sales department to drive growth within the company

The DISC analysis provides an overview of our behaviour, including how we act and react in high-pressure situations, and identifies a person’s motivations, strengths and limitations.

As a DISC profile provides an accurate description of a person’s personality type and work behaviour, it is particularly useful in recruitment, leadership development, staff development and team composition, where it can help to boost motivation, well-being and personal development.

However, a DISC profile can also be applied to a wide range of other areas that can benefit most businesses. One such area is sales training; DISC profiles can be of great benefit to your company’s sales staff and help strengthen their sales skills.

DISC 18 profile for use in the sales department

Sales is one of the most important areas for businesses and is crucial to a company’s success. Without sales, most businesses would not be able to survive. That is why many companies employ one or more salespeople whose role is to generate revenue through sales. DISC 18 provides insights into a salesperson’s motivation across 18 key areas of sales success.

However, for your business to succeed, it needs skilled salespeople who can communicate effectively with all kinds of customers and who are able to sell the product, regardless of the customer in question. This can be quite a challenge and requires the salesperson to build a good relationship with the customer. A good salesperson must therefore have an understanding of how people behave and react to different inputs, and thus be able to communicate in different ways depending on the type of customer in question.

A DISC 18 profile can help with this. The DISC model, which represents the four behavioural styles – Dominance, Influence, Steadiness and Compliance – can be used by salespeople to enhance their self-awareness. By conducting a DISC analysis, the salesperson can gain insight into themselves and their own behavioural patterns. Once you understand yourself, it is easier to understand the person you are dealing with.

How DISC 18 profiles can be used in sales training

The mistake many salespeople make in a sales situation is that they are so determined to get their message across that they fail to take into account the type of person they are dealing with. With a DISC profile, the company’s salespeople can, based on the understanding they build of themselves, become better at reading other people’s personality types and behaviour. In this way, your salespeople can optimise their communication to take the customer’s behavioural style into account. DISC 18 provides insight into 18 areas directly related to sales. You can therefore see your salespeople’s motivation across these 18 sales areas. DISC 18 can be combined with the Sales Competence Assessment, which provides you with insights into the individual’s mindset and competence within sales.

The four behavioural styles or personality types mentioned above exhibit different behaviours and act and react in different ways. It is therefore important that the salesperson adapts their communication style to each of the four different personality types.

Depending on the type of customer the salesperson is dealing with, they must be able to adapt their own behaviour and communication style when entering into a relationship with them. By tailoring their communication to the customer’s behaviour and personality type, the salesperson is more likely to get their message across and close the sale.

In this way, your company can use DISC profiles for sales training, and you can help your sales staff improve their communication skills and better equip them to deal with different types of customers in a sales situation.

Get Extended DISC certification

If you want to ensure your business’s success, there’s a lot you can do to make sure your sales team has the right tools in their toolbox to handle any situation and any type of customer.

At HR Solution, you can obtain Extended DISC certification, which provides your business with the necessary resources to optimise customer relations and deliver sales training to your sales team, enabling them to become more skilled and generate even more sales and growth for the business.