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A sensor

n Good at getting things done.
n Impatient with theory and planning.
n Is happy to do routine work.
n Hard working and well organized.
n Energetic and somewhat single-minded.
n Finishes one job before starting another.
n Highly sensitive to task interference.
n Stressed by constantly changing priorities.
n Good at initiating projects, setting up deals, negotiating, trouble-

shooting, but most of all at converting ideas into action.

A feeler

n Likes other people.
n Warm and sympathetic.
n Overlooks clear evidence in favour of “gut feelings”.
n Sensitive to other people’s moods.
n Good at holding the team together, counselling, arbitrating, public

relations.

An intuitor

n Enjoys playing with ideas.
n Good at seeing the big picture.
n Highly creative.
n Strong imagination.
n Gets hunches that often tend to be accurate.
n Good at long-term, strategic planning, creative writing, lateral

thinking, creative problem solving.
Needless to say, most of us do not fall conveniently and exclusively into
any one category, but the value of thinking in these terms is that we all
have strengths that we enjoy applying and identification of what makes
people tick can lead to optimizing both the use of their strengths and
increasing the motivation of the individual. Leaders who do this well, often
Intuitors or Thinkers themselves, motivate the team and strengthen their
own leadership position by delivering success.
Teams should ideally have the right balance of types. That is not to sug-
gest an equal number of each style, but a balance that is relevant to the job

66 Key management questions