Page 185 - Company Excellence

Company Excellence through Matching in Leadership

The team wheel shows which strengths and weaknesses each type
brings to the team. For the example, the types in the top half are more
task-oriented, those in the bottom half are more people-oriented. The
dots - you know this by now, also from Figure 5 - denote the basic
style of the team members. The stars the dots are connected to
indicate the adapted style. This is how they behave in order to be able
to perform their task. You can see that in this team some members
are not used optimally, because the basic style and the adapted style
are too far apart.
To illustrate this, let's choose an example from sales:
Successful sales teams are usually made up of salespeople who
have a high red-yellow ratio and possess the behaviors of the
dominant and goal-oriented red salesperson and those of the
proactive and enthusiastic yellow salesperson. But of course,
behind every successful sales force there is always a team
supporting and working with the salespeople - just think of the
employees from areas such as marketing, order processing,
customer service and internal services. With the help of INSIGHTS
MDI® and also OutMatch ASSESS by SCHEELEN® you can create teams
that are well prepared for these different tasks in the team.
Remember Chapter 2, where you learned about the eight main
types? This knowledge will help you now:

• The director drives the team, takes control, ensures
decisions and results. He/she keeps an eye on the tasks
that need to be done.
• The motivator visualizes the future and paints the big
picture. He or she creates momentum and enthusiasm and
ensures that the team does not stagnate, but continues to
develop through innovation and receives new orders.
• The Inspirator maintains the connections
and networks to the outside world, takes the initiative to

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