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7 - Profiling³ in Leadership: Motivating Employees and Teams to Perform at Their Best

personality profile of the employee or employees. And of
course, this also has advantages for team leadership.

Before we delve into some of the aspects mentioned, Oliver
tells you another story.

The Knipser story

Every sports and soccer fan knows the dream of clubs to have a top
player in their forward line - someone who is always in the right place in
the penalty area at the right time and pushes the ball over the goal line.
This requires instinct and skill. The ability to score also plays a role in my
story, but in a slightly different context than the sporting one.

At one of my customers, based in Düsseldorf in the field of
mechanical engineering, I was supposed to bring the sales team "up to
speed". That was the wording used on the phone in the conversation
with the managing director, a bright red dominant boss. It was
about the sale of laser equipment in the high-price range. The team
at that time consisted of 30 employees - yes, they were actually all
men, blue-green engineering types with theoretical-individualistic
and slightly economic drivers, rather introverted, businesslike,
concerned about safety, acting with caution, almost with a blockade
to argue on the emotional level, uniformly dressed in overalls. The
30 employees in the team could make good use of my training,
which focused on preparing them to step out of their comfort zone a
bit more when talking to customers, taking into account their
dominant personality structure. They had to learn not only to sell
factual product information, but also to enter the emotional world
of the customer.

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