Why DiSC Assessments and Coaching Deliver a High-Performance Sales Team


Communication in business is a critical skill that salespeople must master. Sales professionals encounter differing personalities in each prospective client and cannot take a one size fits all approach if they want to succeed.

An understanding of DiSC assessments helps your salespeople to develop their own areas of weaknesses, andto evaluate their prospects and identify the best way to communicate with them.

DiSC assessments evaluate personality traits. They aid in predicting actions and how individuals will interact with other people. The acronym stands for:

  • Dominance
  • Influence or inducement
  • Steadiness or submission
  • Conscientiousness or compliance

Most people embody a combination of these styles. When your salespeople can recognize someone’s behaviors, they are more able to meet expectations.

Continue reading to discover a bit about DiSC profiles and how sales coaching can be used alongside it to improve salespeople’s performance.

How DiSC Profiles Impact Communication in Business

As mentioned above, DiSC profiles explain how a person interacts or behaves with others. With the knowledge that every prospect has a different style, sales representatives can modify their behavior and selling style to meet the buyer’s needs.

A formal assessment isn’t necessary to get an idea of a person’s DiSC profile. One can look for patterns, body language, tone, and other verbal cues to get a feel for a prospect’s style.

Let’s take a look at a few aspects of DiSC personality types and how a salesperson will need to adapt:

  • D – Wants to be in control.
    When communicating with a strong “D” personality, make the buying process as efficient as possible and let the buyer feel like they’re in control.
  • I – Wants to make everyone happy and is very optimistic.
    With an “I” you’ll want to get a firm commitment as soon as possible. These are people-pleasers and could quickly change their mind and go with another seller.
  • S –Wants to know how it impacts others.
    An “S” type has everyone in mind. Expect a lot of questions about varying aspects of your product or service.
  • C – Doesn’t want to make a mistake and is detail-oriented.
    “C” types are very cautious and will require considerable patience.

Implement Sales Coaching to Address Behavior and Driving Forces

DiSC can help your sales team reach their peak selling potential, as they understand and utilize their own behavior styles and enhance specific skills to boost sales through more effective communications. The TTI Success Insights® Talent Insights Report was designed to increase the understanding of an individual’s talents. The report provides insight to three distinct areas: behaviors, driving forces and the integration of these.

The report identifies three key areas for the sales person and their coach:

  1. Sales Characteristics:This section highlights how he deals with preparation, presentation, handling objections, closing, and servicing.
  2. Behavioral Selling Overview:This section reflects the salesperson’s natural and adaptive styles within each phase of the Behavioral Selling Model.
  3. Potential Strengths or Obstacles to Behavioral Selling Success:This section outlines the salesperson’s performance tendencies within each specific phase of the Behavioral Selling Model.

Understanding strengths and weaknesses in these areas will lead to personal and professional development and a higher level of satisfaction.

When it comes to adjusting behaviors, it takes more than a quick sales training session. Behavior adjustments require ongoing sales coaching. Schedule an appointment with Jack Belford to explore sales coaching and sales training options with FocalPoint.