“Behaviour in the Workplace”
© CRM Business Solutions
Factors impacting on human behaviour…..
Personality
traits
Position Power
Self-awareness
Views & attitudes
Passion
Self-esteem
Personal
Values
Cultural
background
Social
background
Experience
Ambition
Trust
Confidence &
Response to
pressure
Self-worth
Skills &
Knowledge
Three factors impacting on behaviour…
● Ownership
● Position
● Influence
● Drive
Personality
Traits
Power of
Position
● Authority
● Responsibility
● Challenge
● Control
● Compliant
● Influential
OUTPUTS
● Specialist skills
● Interactive
● Systematic
● Organised
Emotional
Intelligence
● Self-awareness
● Self-control
● Motivation
● Empathy
● Social skills
Prof William Marston – Behavioural Preferences
D
DOMINANCE
I
S
INFLUENCE
STABILITY
ABL Driving Performance Workshops
C
CONFORMITY
“Behaviour in the Workplace”
D
DOMINANCE
I
INFLUENCE
ABL Driving Performance Workshops
S
C
STABILITY
CONFORMITY
“Behaviour in the Workplace”
DOMINANCE
D
I
DOMINANCE
INFLUENCE
S
STABILITY
C
CONFORMITY
POWER
CHALLENGE
RESULTS
CONTROL
DRIVEN
FOCUSED
COMPETITIVE
DIRECT
DEMANDING
ASSERTIVE
DECISIVE
DARING
BLUNT
SELF STARTER
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INFLUENCE
D
I
DOMINANCE
INFLUENCE
POWER
PEOPLE
CHALLENGE
INFLUENCE
RESULTS
RELATIONSHIPS
CONTROL
SENSITIVITY
DRIVEN
COMMUNICATIVE
FOCUSED
FRIENDLY
COMPETITIVE
POSITIVE
DIRECT
VERBAL
DEMANDING
PERSUASIVE
ASSERTIVE
INTERACTIVE
DECISIVE
OUTGOING
DARING
CHARMING
BLUNT
PARTICIPATIVE
SELF STARTER
EMOTIONAL
ABL Driving Performance Workshops
S
STABILITY
C
CONFORMITY
“Behaviour in the Workplace”
STABILITY
D
I
DOMINANCE
INFLUENCE
S
STABILITY
POWER
PEOPLE
CHALLENGE
INFLUENCE
STRUCTURE
RESULTS
RELATIONSHIPS
PLANNING
CONTROL
SENSITIVITY
PROCEDURES
CONFORMITY
PACE
DRIVEN
COMMUNICATIVE
AMIABLE
FOCUSED
FRIENDLY
DELIBERATE
COMPETITIVE
POSITIVE
ORGANISED
DIRECT
VERBAL
LISTENER
DEMANDING
PERSUASIVE
CONTROLLED
ASSERTIVE
INTERACTIVE
PERSISTENT
DECISIVE
OUTGOING
CONSISTENT
DARING
CHARMING
PATIENT
BLUNT
PARTICIPATIVE
DEPENDABLE
SELF STARTER
EMOTIONAL
STABLE
ABL Driving Performance Workshops
C
“Behaviour in the Workplace”
CONFORMITY
D
I
DOMINANCE
INFLUENCE
S
C
STABILITY
CONFORMITY
POWER
PEOPLE
PACE
POLICY
CHALLENGE
INFLUENCE
STRUCTURE
STANDARDS
RESULTS
RELATIONSHIPS
PLANNING
RULES
CONTROL
SENSITIVITY
PROCEDURES
INFORMATION
DRIVEN
COMMUNICATIVE
AMIABLE
CAUTIOUS
FOCUSED
FRIENDLY
DELIBERATE
CAREFUL
COMPETITIVE
POSITIVE
ORGANISED
DIRECT
VERBAL
LISTENER
PERFECTIONIST
DEMANDING
PERSUASIVE
CONTROLLED
ACCURATE
ASSERTIVE
INTERACTIVE
PERSISTENT
PEDANTIC
DECISIVE
OUTGOING
CONSISTENT
PRECISE
DARING
CHARMING
PATIENT
FACTUAL
BLUNT
PARTICIPATIVE
DEPENDABLE
DISCIPLINED
SELF STARTER
EMOTIONAL
STABLE
WORRIER
ABL Driving Performance Workshops
COMPLIANT
“Behaviour in the Workplace”
D
I
S
C
D
DOMINANCE
I
S
C
INFLUENCE
STABILITY
PACE
CONFORMITY
POWER
PEOPLE
POLICY
CHALLENGE
INFLUENCE
STRUCTURE
STANDARDS
RESULTS
RELATIONSHIPS
PLANNING
RULES
CONTROL
SENSITIVITY
PROCEDURES
INFORMATION
DRIVEN
COMMUNICATIVE
AMIABLE
CAUTIOUS
FOCUSED
FRIENDLY
DELIBERATE
CAREFUL
COMPETITIVE
POSITIVE
ORGANISED
DIRECT
VERBAL
LISTENER
PERFECTIONIST
DEMANDING
PERSUASIVE
CONTROLLED
ACCURATE
ASSERTIVE
INTERACTIVE
PERSISTENT
PEDANTIC
DECISIVE
OUTGOING
CONSISTENT
PRECISE
DARING
CHARMING
PATIENT
FACTUAL
BLUNT
PARTICIPATIVE
DEPENDABLE
DISCIPLINED
SELF STARTER
EMOTIONAL
STABLE
WORRIER
ABL Driving Performance Workshops
COMPLIANT
“Behaviour in the Workplace”
Characteristic Combinations
ABL Driving Performance Workshops
“Behaviour in the Workplace”
Characteristic Combinations
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL CLIENT – Percentage of People with Highest D.I.S.C.
Factors (118 Managers)
“CORE DRIVERS”
45
NO OF PEOPLE
40
35
D - 42%
30
25
C - 71%
C – 28%
20
15
DD–-27%
28%
I -60%
10
S - 12%
5
S – 12%
0
D - 27%
I - 33%
S - 12%
I -I-34%
33%
C - 28%
PERCENTAGE
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL CLIENT – Percentage of People with High
Overall D.I.S.C. Factors (112 Managers)
“UNDERLYING DRIVERS”
80
NO OF PEOPLE
70
60
D - 42%
50
C - 71%
D - 54%
59%
C – 61%
40
30
54%
D – 53%
I -60%
20
S - 47%
10
S – 48%
0
D - 53%
I - 64%
S - 48%
I -64% I 64%
– 64%
C - 61%
PERCENTAGE
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL CLIENT – Senior Management Team (13 Managers)
Percentage of People with Highest D.I.S.C. Factors
“CORE DRIVERS”
NUMBER OF PEOPLE
8
7
6
5
C – 15%
4
3
2
I – 31%
54%
1
0
D - 54%
I - 31%
S - 0%
C - 15%
PERCENTAGE
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL CLIENT – Senior Management Team (13 Managers)
Percentage of People with high overall D.I.S.C. Factors
NUMBER OF PEOPLE
12
10
8
C – 31%
6
S – 15%
4
D – 85%
2
I – 77%
0
D - 85%
I - 77%
S - 15%
C - 31%
PERCENTAGE
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL MANUFACTURER - Behavioural Breakdown by
Highest D.I.S.C. Characteristic (62 People)
30
NUMBER OF PEOPLE
25
15%
20
C - 39%
15
28%
10
S - 18%
5
0
D - 15%
I - 28%
S - 18%
C - 39%
PERCENTAGES
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL MANUFACTURER – Percentage of People with
High D.I.S.C. Factors (62 People)
50
NUMBER OF PEOPLE
45
40
35
D - 42%
30
C – 71%
25
20
15
I -60%
10
S – 65%
5
0
D - 42%
I - 60%
S - 65%
C - 71%
PERCENTAGES
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL MANUFACTURER – Management Breakdown
by Highest Characteristic - (11 People)
NUMBER OF EMPLOYEES
4.5
4
3.5
3
C - 27%
D - 27%
2.5
2
1.5
S - 9%
I - 37%
1
0.5
0
D - 27%
I - 37%
S - 9%
C - 27%
PERCENTAGES
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL MANUFACTURER – Percentage of Management
with High D.I.S.C. Factors - (11 People)
12
NUMBER OF PEOPLE
10
8
S - 45%
D - 73%
6
C - 45%
4
I - 91%
2
0
D - 73%
I - 91%
S - 45%
C - 45%
PERCENTAGES
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL MANUFACTURER Commercial/Financial Behavioural
Breakdown by Highest D.I.S.C. Characteristic – (14 People)
8
7
NUMBER OF PEOPLE
6
D – 14%
5
4
C – 50%
I – 14%
3
S - 22%
2
1
0
D - 14%
I - 14%
S - 22%
C - 50%
PERCENTAGES
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL MANUFACTURER Commercial/Financial Percentage
with High D.I.S.C. Factors – (14 People)
16
14
NUMBER OF PEOPLE
12
D – 36%
10
8
I –43%
C - 100%
6
4
S – 79%
2
0
D - 36%
I - 43%
S - 79%
C - 100%
PERCENTAGES
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL MANUFACTURER – Sales
Highest D.I.S.C. Characteristics – (9 People)
NUMBER OF EMPLOYEES
7
6
5
4
C – 33%
3
I – 67%
2
1
0
D - 0%
I - 67%
S - 0%
C -33%
PERCENTAGES
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL MANUFACTURER – Sales Percentage of
People with High D.I.S.C. Characteristics – (9 People)
9
8
NUMBER OF EMPLOYEES
7
D – 44%
6
C – 78%
5
4
I – 89%
3
S – 67%
2
1
0
D - 44%
I - 89%
S - 67%
C -78%
PERCENTAGES
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL MANUFACTURER Engineering/Technical Behavioural
Breakdown by Highest D.I.S.C. Characteristic – (8 People)
6
NUMBER OF PEOPLE
5
4
3
S – 38%
2
C – 62%
1
0
D - 0%
I - 0%
S - 38%
C - 62%
PERCENTAGES
ABL Driving Performance Workshops
“Behaviour in the Workplace”
INDUSTRIAL MANUFACTURER Engineering/Technical Percentage
of People with High D.I.S.C. Characteristics – (8 People)
9
NUMBER OF EMPLOYEES
8
7
D – 37%
6
5
C – 100%
I – 25%
4
3
S – 63%
2
1
0
D - 37%
I - 25%
S - 63%
C -100%
PERCENTAGE
ABL Driving Performance Workshops
“Behaviour in the Workplace”
“He who knows others
is learned,
he who knows himself,
is wise”
(Lao Tse)