HPMS: Managing Different Styles

Q4 2020 11/2/20 HIGH PERFORMANCE MANAGEMENT SERIES WELCOME #StrongPro 1

11/2/20 HELLO 20+ years in Trainer corporate Executive Coach Team Builder Account Management Facilitator Business Development Learning & Development Executive Leadership 3 #StrongPro | 4 2

11/2/20 AGENDA 01 Managing Different Styles 02 Trust & Collaboration 03 Delegating Successfully 04 Leadership Session #StrongPro | 5 INTROS 01 Name 02 Something you hope to get out of our HPMS series #StrongPro | 6 3

11/2/20 01 Understanding Your Work Style #StrongPro | 8 DiSC is a tool to help us understand similarity and differences #StrongPro | 9 4

11/2/20 WHAT DiSC MEASURES DiSCHow we approach PROBLEMS How we influence PEOPLE Our preferred PACE How we follow PROCEDURES #StrongPro | 10 How well do you KNOW YOURSELF? #StrongPro | 11 5

11/2/20 Fast-paced & Outspoken Questioning Accepting & Skeptical & Warm Cautious & Reflective #StrongPro | 12 Fast-paced & Outspoken FAST Questioning Accepting & Skeptical & Warm TASK PEOPLE SLOW #StrongPro | 13 Cautious & Reflective 6

11/2/20 Fast-paced & Outspoken DOMINANCE INFLUENCE Questioning Di Accepting & Skeptical CS & Warm CONSCIENTI- STEADINESS OUSNESS Cautious & Reflective #StrongPro | 14 IMPORTANT No one style is better than another. CAVEATS Everyone has a blend of all four styles – this tells you your preferred style. DiSC’s research shows no correlation between letter and industry, level or role. #StrongPro | 15 7

11/2/20 LEADERS DOMINANCE WITH A D/DOMINANCE Priorities: getting immediate results, taking STYLE action, challenging self and others Motivated by: power and authority, Fast-paced & Outspoken competition, winning, success Fears: loss of control, being taken advantage DOMINANCE INFLUENCE of, vulnerability You will notice: self-confidence, directness, Questioning & Skeptical Di Accepting & Warm forcefulness, risk-taking CS Limitations: lack of concern for others, impatience, insensitivity CONSCIENTI- STEADINESS OUSNESS Cautious & Reflective #StrongPro | 16 D D’s have an inherent need to direct. Being extroverted, they will usually give their opinion in clear, specific language. Given the authority and responsibility, they can take you to new heights that were previously considered impossible. #StrongPro | 17 8

11/2/20 LEADERS INFLUENCE WITH AN I/INFLUENCE Priorities: expressing enthusiasm, taking STYLE action, encouraging collaboration Fast-paced & Outspoken Motivated by: social recognition, group activities, friendly relationships DOMINANCE INFLUENCE Fears: social rejection, disapproval, loss Questioning & Skeptical Di Accepting & Warm of influence, being ignored CS You will notice: charm, enthusiasm, sociability, optimism, talkativeness Limitations: impulsiveness, disorganization, lack of follow -through CONSCIENTI- STEADINESS OUSNESS Cautious & Reflective #StrongPro | 18 i i’s have an inherent need to interact and they love opportunities to verbalize. They have a tendency to talk smoothly, readily, and at length, using friendly conversations and verbal persuasion as a way of promoting team effort. #StrongPro | 19 9

11/2/20 LEADERS Priorities: giving support, maintaining WITH AN stability, enjoying collaboration S/STEADINESS STYLE Motivated by: stable environments, sincere appreciation, cooperation, Fast-paced & Outspoken opportunities to help DOMINANCE INFLUENCE Fears: loss of stability, change, loss of harmony, offending others Questioning & Skeptical Di Accepting & Warm CS You will notice: patience, team player, calm approach, good listener, humility CONSCIENTI- STEADINESS OUSNESS Limitations: overly accommodating, tendency to avoid change, indecisiveness STEADINESS Cautious & Reflective #StrongPro | 20 S Always the one to help out, the core S lends a hand to get the job done. Other styles may serve for different reasons, but the core S has a natural tendency to listen and desire to serve. #StrongPro | 21 10

11/2/20 LEADERS Priorities: ensuring accuracy, maintaining WITH A stability, challenging assumptions C/CONSCIENTI- Motivated by: opportunities to use expertise OUSNESS or gain knowledge, attention to quality STYLE Fears: criticism, slipshod methods, being wrong Fast-paced & Outspoken You will notice: precision, analysis, skepticism, reserve, quiet DOMINANCE INFLUENCE Limitations: overly critical, tendency to overanalyze, isolate self Questioning & Skeptical Di Accepting & Warm CS CONSCIENTIOUSNESS CONSCIENTI- STEADINESS OUSNESS Cautious & Reflective #StrongPro | 22 C Core C’s are systematic thinkers, precise, and attentive to detail in their communication. They tend to be loyal and dedicated, ensuring they have a clear understanding when listening to others. #StrongPro | 23 11

11/2/20 Fast-paced & Outspoken DOMINANCE Active INFLUENCE Fast-paced Assertive Dynamic Bold Questioning Questioning Di Accepting Accepting & Skeptical Logic-focused CS People-focused & Warm Objective Empathizing Skeptical Receptive Challenging Agreeable Thoughtful Moderate-paced CONSCIENTI- Calm OUSNESS Methodical STEADINESS Careful Cautious & Reflective #StrongPro | 24 D i You can use DiSC to C S “PEOPLE READ” 12

Madonna 11/2/20 Dominant #StrongPro | 26 Oprah Winfrey Influence #StrongPro | 27 13

Michelle Obama 11/2/20 Steadiness #StrongPro | 28 Bill Gates Conscientiousness #StrongPro | 29 14

11/2/20 GROUP BREAK UP INTO ACTIVITY TEAMS OF 3 Reveal your style and how you arrived at that conclusion One way that style serves you well as a manager One thing about that style that might get in the way of your ability to lead and influence others #StrongPro | 35 02 Adapting to Other Styles #StrongPro | 36 15

11/2/20 D i Determine C S someone’s style in 90 SECONDS HOW QUICKLY DO THEY RESPOND TO A QUESTION? 1 i S 10 #StrongPro | 38 Direct answer, Slow to answer, without much if they give a true hesitation answer at all D C 16

11/2/20 DO THEY RECIPROCATE SMALL TALK? D i S C + As long as it’s short and + Yes, they could + Yes, they’re very + Not really sweet chit chat all day friendly and + Unless the topic is long relaxed + Time-permitting something they’re + They love to talk + They love to passionate about listen #StrongPro | 39 WHAT IS THEIR BODY LANGUAGE LIKE? D i S C + Shoulders and legs facing + Open arms, a lot of + Calm, slow, and steady + Arms and/or legs you directly hand gestures and movements crossed, reserved and movement closed + Leaning forward + Friendly expressions, + Direct eye contact + Very animated with nodding + Inquisitive expressions + Clear, direct, annunciated, facial expressions and gestures, hand on + Soft, calm tone – chin, head scratching and perhaps even loud + Lively, loud, agreeable and amicable when speaking enthusiastic when when speaking + Quiet, reserved, and speaking skeptical when s#pSetroankgPirno g| 40 17

11/2/20 HOW EASILY DO THEY MAKE DECISIONS? 1 i S 10 #StrongPro | 41 Quickly makes Indecisive, asks a lot decisions and of follow up moves on questions D C D Direct Communication Need a Challenge Desire to Win Risk-taker Driver #StrongPro | 42 18

11/2/20 CHALLENGES If they’re not challenged, expect this FOR A “D” person to become somewhat bored. Z D’s must have continual challenge - a mountain to climb. ZZ Note: this can cause stress to S and C individuals, who prefer having a calmer pace with routine. #StrongPro | 43 A “D” WORKS BEST Weigh pros & cons WITH OTHERS WHO… Calculate risks Use caution D Structure a predictable environment Research facts Deliberate before deciding Recognize the needs of others #StrongPro | 44 19

11/2/20 COMMUNICATING Be clear, specific Provide facts and figures about WITH A “D” and to the point. the probability of success. JUST THE Stick to business. If you disagree, take issue FACTS with the facts. Be prepared with all the requirements, objectives, Provide an opportunity and support material in a for win/win. well-organized package. Don’t direct or order. Present the facts logically; plan your presentation efficiently. 45 i Want to Interact Involved Trusting of Others Emotional Need to Be Liked #StrongPro | 46 20

11/2/20 CHALLENGES Emotions can be very difficult for i’s to FOR AN “i” contain. Tend to wear their hearts on their sleeves, and their faces are often very expressive of the emotions they are experiencing. Their attitude, whether positive or negative, can be contagious, causing others to jump on whatever bandwagon they’re currently promoting. #StrongPro | 47 AN “I” WORKS BEST Concentrate on the task WITH OTHERS WHO… Seek facts Speak directly i Respect sincerity Develop systematic approaches Take a logical approach #StrongPro | 48 21

11/2/20 COMMUNICATING Plan interactions that support Put details in writing. WITH AN “I” their dreams and intentions. Ask their opinion. WHAT’S Allow time for relating YOUR and socializing. Provide ideas for PASSION? implementing action. Incorporate time to talk about people and their goals. Budget enough time to be stimulating and fun. LET’S COLLABORATE 49 S Want to Serve Patient Long-term Loyal Need Closure #StrongPro | 50 22

11/2/20 CHALLENGES Closure is essential for a S. In other FOR AN “S” words, they must finish what they start. ! To start several jobs and leave them undone is stressful to an S. Having to juggle many balls at once is stressful for them. They prefer getting into an established groove or pattern, and following it with unending patience. #StrongPro | 51 AN “S” WORKS BEST React quickly to unexpected WITH OTHERS WHO… change S Stretch toward the challenges of accepted tasks Become more involved in more than one thing Are self-promoting Apply pressure on others Help prioritize work #StrongPro | 52 23

11/2/20 COMMUNICATING Start with personal Proceed casually WITH AN “S” comments. Break the ice. and informally. Show sincere interest in If a decision is required them as people. of them, allow them time to think about it. Present information logically, softly, and Help them in nonthreatening way. establishing priorities. Ask specific questions – then listen. 53 C Need for Procedures Precise Need Proof Perfectionist “By the Book” #StrongPro | 54 24

11/2/20 CHALLENGES Going by the book is the first rule of FOR A “C” conduct for a core C. They tend to follow procedures in both their personal and business lives. Because they rely on procedures, they will usually stick to methods that have brought success in the past and are often uncomfortable experimenting with new ways of working. #StrongPro | 55 A “C” WORKS BEST Are very buttoned up WITH OTHERS WHO… Help them justify decisions Compromise with the C opposition Initiate discussions Encourage teamwork #StrongPro | 56 25

11/2/20 COMMUNICATING Prepare your case in If you disagree, prove WITH A “C” advance. your case with data and facts, or with testimonials from WED FRI MON Approach them in a respected people. 20 12 straightforward, direct 31 manner. Provide them with the information and time to Build credibility by make a decision. looking objectively at all sides of an issue. Provide them with physical space. Present specifics. 57 Think of a difficult person #StrongPro | 59 26

11/2/20 ACTIVITY THINK OF A i S DDIFFICULT CO- #StrongPro | 60 WORKER OR CLIENT What do you observe? CHow can you work differently with this person going forward for more success? What is ONE THING YOU’LL DO DIFFERENTLY moving forward? #StrongPro | 63 27

11/2/20 WEQLC&OAME #StrongPro THANK YOU #StrongPro 28

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