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Leading the Channel in IT Business Transformation

Leading the Channel in IT Business Transformation. Welcome to DISC Presented by Leigh McKay and Suzy Pool . Session Aims . A clear description of each type An explanation of the graph report A couple of case studies What to look out for in each What motivates and what causes fear

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Leading the Channel in IT Business Transformation

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  1. Leading the Channel in IT Business Transformation

  2. Welcome to DISC Presented by Leigh McKay and Suzy Pool

  3. Session Aims • A clear description of each type • An explanation of the graph report • A couple of case studies • What to look out for in each • What motivates and what causes fear • An interactive exercise

  4. Session Outcome • That each of you leaves here with a greater understanding of DISC • How it will hugely help you to understand and work more effectively with your clients and your team members • How much it can help your business success

  5. Introduction: the power of DISC and it’s benefits Measures Behavioural Patterns • Does not measure ability • Does not measure experience • Does not measure training • There is no “perfect” sales profile

  6. Benefits of using DISC • Improved communication • Managing change well • More effective team meetings • Better understanding of what motivates people • Avoidance of conflict and misunderstanding • Better sales conversations • Greater cooperation • Leading to BETTER BOTTOM LINE RESULTS!

  7. DISC Profiling An Acronym of 4 personality groupings • Dominant • Influencing • Steady • Compliant • There are 42 different mixes • Like a cup of coffee.....with different quantities of coffee, milk, water, sugar

  8. Disc Profiling for personal and team performanceTeam Performance • Report has 3 chart • Public Perception (greatest change) • How you are seen by others • Self Perception (slower to change) • How you see yourself

  9. DISC Traits • Task • People • Outgoing • Reserved

  10. D Style Overview • Motivated by : Power and Authority • Management style : Directing • Communication Style : Tells • Method of control : Force of character • Value to the organisation : Drive for results

  11. I Style overview • Motivated by : Praise and recognition • Management style : Motivating and inspiring • Communication Style : Sells • Method of control : Verbal persuasion • Value to the organisation : Working well with people and generating enthusiasm

  12. S Style Overview • Motivated by : Security • Management style : Organising • Communication Style : Listens • Method of control : Slowing down • Value to the organisation : Service and support

  13. C Style Overview • Motivated by : Systems and Procedures • Management style : Rule enforcement • Communication Style : Writes • Method of control : Information • Value to the organisation : Quality and Standards

  14. I • C • D • S • How Does Your Client Behave? • Active • Fast-Paced • Questioning • Accepting • Moderate-Paced • Thoughtful

  15. Goals of each type • D - have control • I - have fun • S - have security • C - have perfection

  16. Fears of Each type • D - being taken advantage of and failure • I - rejection and loss of popularity • S - loss of security and change • C - criticism and conflict

  17. In an Antagonistic Environment • D – Manipulative demanding; rude and tactless • I - Angers easily and forgets obligations • S – Responds passive aggressively • C – Responds passive aggressively and seeks to justify their actions. Impractical and unsocial

  18. Case Study • LeadingEdge a successful Managed Service Provider for 15 years • Based in Ashford, Surrey • Size of company being 10 • Clientele mainly the Greater London area • DISC had a transformational effect on our team

  19. Project Manager • Service Manager • Purchase Resource • HR • Payroll • Accounts • Admin • CEO • Sales • CFO • Marketing • Operations • NOC • Technical Team Organisational Chart

  20. Short Exercise • Work in pairs • Write down your partner’s answer word for word. • 2 minutes each way Why did you choose your current job/career? Why did you choose your current job/career?

  21. Best Team on Board Team Coaching Day • Self Awareness • Team cohesion • Understanding own and other’s behaviour • Effective and improved communication • www.workwiseltd.co.uk

  22. Thanks for listening • Questions and answers • You are welcome to catch us in the tea and lunch break. Presented by Leigh McKay and Suzy Pool

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