Using DISC to lead your team: four styles, four approaches

In short: staff are rarely disobedient; they simply need different handling. DISC describes four working styles: D (fast, task-focused), I (fast, people-focused), S (steady, people-focused) and C (steady, task-focused). Use the right approach and the same person can perform very differently.

D: results-driven

• Motivated by: challenging goals, visible results and deciding how to do things.
• Assigning work: state the goal, deadline and authority, then let them handle the process.
• Correcting: privately, directly and factually, with consequences and numbers.
• Makes them leave: micromanagement, no room to perform, no path upward.

I: enthusiastic and outgoing

• Motivated by: recognition, praise, a stage and plenty of contact with people.
• Assigning work: explain why it matters and what is fun about it, then write down key points and deadlines and check in regularly.
• Correcting: acknowledge first, then raise the issue; talk about specific behaviour, not the person.
• Makes them leave: being ignored, monotonous work, a poor team atmosphere.

S: steady and dependable

• Motivated by: a secure environment, being trusted and sincerely thanked, a harmonious team.
• Assigning work: explain step by step; announce changes early, give reasons and time to adjust.
• Correcting: gently, privately, one to one; make them feel safe first and ask for their view.
• Makes them leave: constant change, team conflict, feeling undervalued.

C: careful and precise

• Motivated by: getting things right, clear standards and professional growth.
• Assigning work: give clear standards, examples and deadlines, and explain the reasoning.
• Correcting: use facts and data to show where the standard was missed, and give them time to absorb it.
• Makes them leave: vague standards, pressure to cut corners, expertise not respected.

Getting started

Have everyone take a DISC test, and give each manager a one-page guide on how to lead each team member. Check it before assigning work, holding meetings, praising or correcting.

Staff are not hard to lead. We have been leading four kinds of people in one way.

Adapted from Vital Design's Sales Master Training and DISC course material.

Author: Dr. Dave Tan, DBA — Founder of Vital Design, Doctor of Business Administration (DBA). A business consultant to salons and SMEs since 2003, and author of a book on salon management.