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

perspectives. This ensures that fewer mistakes and errors
occur. In addition, problems are solved by balanced teams in
a "four-way" manner:

1. Intuition: ideas are gathered to develop solutions to the
problem.
2. Perception: facts are gathered and details of the problem
are considered.
3. Thinking: The problem is analyzed objectively to consider
the cause and effect of each possible solution.
4. Feeling: Thinking about how possible solutions to the
problem will affect the people involved.

STOP!
In a final exercise, you will now use Profiling³ to optimize the composition of
your team.

• What criteria have you used to put together your sales team so far?
• Review which guys are on your current team.
• What needs to be changed?
• To what extent does Profiling³ help you with this?
• What personnel development measures (new hires,
reorganizations, further training) do you need to take in order to
achieve a balanced team with as many top performers as
possible?

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