The “core” or primary style for a department manager would be Dominance (which consists of first three traits above). However, in order to achieve a good balance, this manager will also need to possess certain traits of Influence and Stability (the second and third group of behaviors).

The effective balance of these three styles will result in a person who takes charge and lets others know where chain of command lies. S/he will be capable of driving team toward desired results and of solving daily problems which inevitably occur.

However, your department manager, being a people-oriented person, will also be persuasive, capable of communicating “big vision” to his/her team and encouraging them to strive to reach company goals.

Finally, due to attributes found in Steadiness style, this manager will be fully equipped to organize and prepare records, reports, meetings and other necessary tasks that require a good deal of organization. S/he will be dependable and will easily adapt to ever-present changes that befall a department manager.

By matching characteristics that come naturally to an applicant with requirements of available position, you are well on your way to creating a perfect fit! Your company and your new department manager will both experience high levels of job satisfaction.

Kathi Graham-Leviss is Certified Coach and Behavioral Analyst who assists companies with defining and developing their Human Resource practices. Visit her Web site today for additional information on the 4-Step Hiring Process and DISC Behavioral Assessments. http://www.xbcoaching.com

That’s a lot to ask of one person. A sales manager must be analytical but creative… quality conscious but people-oriented. A bundle of contradictions!

The DISC Behavioral Model can offer exceptional insights into behavioral styles that would help a person to accomplish all requirements of this position. According to DISC, a combination of Influence and Dominance behavioral traits would work best. Therefore your applicant must be:

·socially and verbally aggressive ·optimistic ·good persuaders ·visionaries of big picture ·people-oriented ·team-oriented

And:

·problem solvers ·results-driven ·positive ·powerful and authoritative ·lovers of a challenge

When you combine two core styles of Influence and Dominance you come up with a person who can sell, support others as they sell, define solutions for selling, motivate and push salespeople, work with individuals or teams, seek out new opportunities, set and accomplish goals, and portray power and authority to handle managerial tasks as needed.

Be careful! While a person with a singular, strong core style in Dominance might be considered for a sales manager’s position; it is important to note that, without addition of high Influence, they might appear overbearing, controlling and domineering. These attributes would certainly have an opposite effect and diminish sales team rather than enhance it.

Using DISC Model, you can find a person with proper balance of Influence and Dominance. Something that is extremely important for success of sales department and your business as a whole.

Kathi Graham-Leviss is Certified Coach and Behavioral Analyst who assists companies with defining and developing their Human Resource practices. Visit her Web site today for additional information on the 4-Step Hiring Process and DISC Behavioral Assessments. http://www.xbcoaching.com