Page 174 - Was Menschen wirklich wollen Lese-PDF für Biblets

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

to which the points are connected indicate the adapted style.
This is how they behave to be able to perform their task. You can
see that in this team some members are not used opti- mal,
because base style and adapted style are too far apart.

Eight types - eight tasks: Balanced work in the sales team

Successful sales teams are usually made up of salespeople who
have a high red-yellow proportion, i.e. who have the
behavioral traits of the dominant and goal-oriented fire-red
salesperson and those of the proactive and enthusiastic sun-
yellow salesperson. But of course, behind every successful field
sales force there is always a team that supports and works with
the salespeople - just think of the employees from areas such
as marketing, order processing, customer service, and internal
sales. With the help of Profiling³ and INSIGHTS MDI®, you
can put together teams that are best prepared for these
various team tasks. Remember Chapter 4, where we
introduced you to the eight main types? This knowledge will
help us now:

• Director: Drives the team, takes control, ensures decisions
and results. He keeps an eye on the tasks that need to be
completed.
• Motivator: He visualizes the future and can paint the big
picture. He creates momentum and enthusiasm and
ensures that the team does not stagnate, develops
through innovation and receives new orders.

171