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4 - Profiling³: "What do I make of it?" - Linking the profiling approach with personality diagnostic tool

In addition, INSIGHTS MDI® gives you an overview of your own
behavioral preferences, strengths and abilities. You can assess
your effect on others and approach employees and customers
with conviction and sincerity. You learn to consciously use your
strengths and to consciously avoid your weaknesses. A sales
manager who knows after the analysis that he belongs - for
example - to the sun-yellow type, is aware of the fact that he
could have an urgent effect on employees and customers due to
his communicative nature. Since most sun-yellows are bad
If you can say "no," employees often take advantage of this. If
you are one of the yellow managers, however, you now have the
opportunity to work on your external image and eliminate
weaknesses. In addition, as a manager, you will gain insight into
the special skills, strengths and weaknesses of your salespeople.
You become a relationship manager and respond individually to
your employees. Let's take the criticism meeting as an example -
how should a sales manager behave?

• When talking to the fiery red employee, he becomes very
specific. The red type sometimes reacts aggressively and
impatiently to criticism, especially if he feels it is unfair.
The sales manager therefore gives sufficient reasons for
the criticism and makes it clear to him what the
consequences of his behavior will be.
• In the case of the sunny yellow employee, there is a risk that
she will misinterpret criticism as a personal attack. In
addition, she often ignores matters that could cause conflict.
The sales manager therefore expresses his criticism
cautiously. In addition to the factual aspect, he pays attention
to the relationship level.
• The earth-green type often reacts to criticism in a very
unsettled way and takes it as if it were a judgment. The
sales manager tries to

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