DISC

I n t ro d u c t i o n t o t h e
 INTRODUCTION TO THE DISC

OBJECTIVES

The “what” and “why” of the DISC

The DISC Graph
Personal and professional uses for the DISC
A tool you can use immediately
 INTRODUCTION TO THE DISC

WHAT WE’LL COVER

Strengths and weaknesses

Work characteristics
Value to the team
 INTRODUCTION TO THE DISC

KEEP IN MIND…

Everyone has a DISC

It’s not right or wrong…it just is
 INTRODUCTION TO THE DISC

THE DISC IS NOT

 INTRODUCTION TO THE DISC

THE DISC IS

Observable behavior
How we act and communicate
Universal: Regardless of age, gender, country, culture, industry,
organization, or position
 INTRODUCTION TO THE DISC

USING THE DISC

Hiring
Job placement
Job benchmarking
Training
Coaching
Team building
Increasing sales
Improving relationships
 INTRODUCTION TO THE DISC

MINDSET FOR THE DISC

It’s information for application

It’s an explanation, not an excuse
It’s a tool to be leveraged
It’s a culture for success
 INTRODUCTION TO THE DISC

THE VALUE OF THE DISC

Know your DISC

Identify someone else’s DISC
Adjust your style to their style
 INTRODUCTION TO THE DISC

THE DISC REPORT

 23-24 pages
 General characteristics
 Value to organization
 Checklist for communicating
 Don’ts on communicating
 Communication tips
 Ideal environment
 Perceptions
 Descriptors
 Natural & adapted style
 Keys to motivating
 Keys to managing
 Areas for improvement
 Professional and personal action plan
 Graph
 Wheel
 INTRODUCTION TO THE DISC

Fast & Aggressive

Relationships/People Oriented
Thinking/Task Oriented

Steady & Cautious

 INTRODUCTION TO THE DISC

Anger
I can do it!
Challenge/Bottom Line
Their time wasted/being taken advantage of

Direct, decisive, high ego

strength, problem-solver, risk-taker, self-starter

Bottom-line organizer, places

high value on time, challenges the status quo,
innovative
Oversteps authority,
argumentative attitude, dislikes routine, attempts
too much at once

Fast/Cold
 INTRODUCTION TO THE DISC

Optimism
You can do it!
Flattery and recognition
Rejection

Enthusiastic, trusting,
optimistic, persuasive, talkative, impulsive,
emotional
Creative problem-solver, great
encourager, motivates others to achieve, positive
sense of humor, negotiates conflicts, peace maker

More concerned with

popularity than tangible results, inattentive to
detail, overuses gestures and facial expressions,
tends to listen only when it’s convenient

Fast/Hot
 INTRODUCTION TO THE DISC

Slow/Warm

Resists change, takes a long time

to adjust to change, holds a grudge, sensitive to criticism,
difficulty establishing priorities

Reliable and dependable, loyal team

worker, compliant towards authority, good listener, patient
and empathetic, good at reconciling conflicts

Good listener, team player,

possessive, steady, predictable, understanding, friendly

Change
Benefits
Now that I understand I will do it
Hides emotions
 INTRODUCTION TO THE DISC

Slow/Cool
Needs clear-cut boundaries for
actions/relationships, bound by procedures and
methods, gets bogged down in details, prefers not to
verbalize feelings, will give in rather than argue

Perspective: “The anchor of

reality”, conscientious and even tempered, thorough in
all activities, defines situation: gathers, criticizes, and
tests information
Accurate, analytical,
conscientious, careful, fact-finder, precise, high
standards, systematic

Criticism
Getting it right - correctness
I will do it right no matter how long it takes
Fear/avoids risk
 INTRODUCTION TO THE DISC

Approach to Team

Direction of others Mark Cuban

through directness
D
 INTRODUCTION TO THE DISC

Value to the Team

I
Interaction with others
Robin
Williams
 INTRODUCTION TO THE DISC

Value to the Team

S
Service to the goals of
Mr. Rogers others
 INTRODUCTION TO THE DISC

Value to the Team

Self-direction through
compliance
Spock
C
 INTRODUCTION TO THE DISC

Ideal Team Environment

 Freedom of controls,
supervision, and details
 Evaluation based on results,
not process or method
 An innovative and futuristic Mark Cuban
oriented environment

D  A forum for them to

express their ideas
and view points
 INTRODUCTION TO THE DISC

Ideal Team Environment

I  Assignments with a high

degree of people contact
 Tasks involving motivating
groups and establishing a
network of contacts
 Democratic supervisor with Robin
whom they can associate Williams
 Freedom of movement
 Multi-changing work tasks
 INTRODUCTION TO THE DISC

Ideal Team Environment


Jobs for which standards and
methods are established S
Where long standing relationships
can be or are developed
 Personal attention and recognition
Mr. Rogers for tasks completed and well done
 Stable and predictable environment
 Allows time for change
 Where people can be dealt with on a
personal, intimate basis
 INTRODUCTION TO THE DISC

Ideal Team Environment

 Where critical thinking is needed and
rewarded
 Assignments can be followed through
to completion
 Technical, task-oriented work,
specialized areas
 Noise and people are at a minimum
Spock  Close relationships with small group


of people
C
Where quality and or standards are
important
 INTRODUCTION TO THE DISC

Words that don’t work

 In my opinion Mark Cuban

 Follow directions
D
 INTRODUCTION TO THE DISC

Words that don’t work

I Same for everyone

 Requires study
Robin
 Theoretically Williams
 INTRODUCTION TO THE DISC

Words that don’t work

S
 Substantial change
Mr. Rogers
 Innovative
 Play to win
 INTRODUCTION TO THE DISC

Words that don’t work

 Clever
 Educated guess
Spock  Experimental
C
 INTRODUCTION TO THE DISC

3 CONFLICTS WITH DISC

Me-You
Me-Job
Me-Me (DS, and IC)
 INTRODUCTION TO THE DISC

THE DISC GRAPH

Who you need
to be at work Who you are

Graph I Graph II
Adapted Style Natural Style
100 100

More Intense
Energy Line
90 90
80 80
70 70
60 60
50 50
40 40
Less Intense

30 30
20 20
10 10
0 0
D I S C D I S C
 INTRODUCTION TO THE DISC

THE DISC GRAPH

Graph I Graph II
Adapted Style Natural Style
100 100
Looking at this graph…
90 90  What are the strengths and
80 80
70 70
weaknesses?
60 60  What role on the team would be
50 50
40 40
best?
30 30  What words won’t work?
20 20
10 10  What else is important to know?
0 0
D I S C D I S C
 INTRODUCTION TO THE DISC

THE DISC WHEEL

Task Oriented

External Focus
Internal Focus

People Oriented
 INTRODUCTION TO THE DISC

REVIEW

Everyone has a DISC

It’s not right or wrong…it just is
The value of the DISC as a tool is when:
You know your style
You can identify someone else’s style
You can adjust your style to meet someone else’s style
 INTRODUCTION TO THE DISC

READING YOUR DISC REPORT

Highlight what stands out to you

Put a “T” next to the things you agree with

Put a “F” next to the things you disagree with

Put a line through the things you think are wrong

Change a word if there’s a better one to describe you

Write down examples, people, and experiences as they come to mind

Let you spouse or a close friend read your edits and get their input
MAILING ADDRESS
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Fax: 866-411-0701
Email:
terry@influenceleadershipgroup.com
Web: www.terrygurno.com
www.artofleading.net

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Terry Gurno