1. © CRM Business Solutions © CRM Business Solutions “Behaviour in the Workplace”

2. Personality traits Self-awareness Self-esteem Skills & Knowledge Experience Ambition Passion Trust Cultural background Social background Views & attitudes Personal Values Confidence & Self-worth Position Power Response to pressure Factors impacting on human behaviour…..

3. Three factors impacting on behaviour… OUTPUTS Power of Position Personality Traits Emotional Intelligence ● Self-awareness ● Self-control ● Motivation ● Empathy ● Social skills ● Drive ● Challenge ● Control ● Compliant ● Influential ● Interactive ● Systematic ● Organised ● Ownership ● Position ● Influence ● Authority ● Responsibility ● Specialist skills

4. DCIS INFLUENCESTABILITYCONFORMITY Prof William Marston – Behavioural Preferences DOMINANCE “Behaviour in the Workplace”ABL Driving Performance Workshops

5. DC IS INFLUENCESTABILITYCONFORMITY DOMINANCE “Behaviour in the Workplace”ABL Driving Performance Workshops

6. DCIS CHALLENGE RESULTS CONTROL POWER DOMINANCE INFLUENCESTABILITYCONFORMITY DRIVEN FOCUSED COMPETITIVE DIRECT DEMANDING ASSERTIVE DECISIVE DARING BLUNT SELF STARTER DOMINANCE “Behaviour in the Workplace”ABL Driving Performance Workshops

7. DCIS CHALLENGE RESULTS CONTROL POWER DOMINANCE INFLUENCESTABILITYCONFORMITY INFLUENCE RELATIONSHIPS SENSITIVITY PEOPLE DRIVEN FOCUSED COMPETITIVE DIRECT DEMANDING ASSERTIVE DECISIVE DARING BLUNT SELF STARTER COMMUNICATIVE FRIENDLY POSITIVE VERBAL PERSUASIVE INTERACTIVE OUTGOING CHARMING PARTICIPATIVE EMOTIONAL INFLUENCE “Behaviour in the Workplace”ABL Driving Performance Workshops

8. DCIS CHALLENGE RESULTS CONTROL POWER DOMINANCE INFLUENCESTABILITYCONFORMITY STRUCTURE PLANNING PROCEDURES PACE INFLUENCE RELATIONSHIPS SENSITIVITY PEOPLE DRIVEN FOCUSED COMPETITIVE DIRECT DEMANDING ASSERTIVE DECISIVE DARING BLUNT SELF STARTER COMMUNICATIVE FRIENDLY POSITIVE VERBAL PERSUASIVE INTERACTIVE OUTGOING CHARMING PARTICIPATIVE EMOTIONAL AMIABLE DELIBERATE ORGANISED LISTENER CONTROLLED PERSISTENT CONSISTENT PATIENT DEPENDABLE STABLE STABILITY “Behaviour in the Workplace”ABL Driving Performance Workshops

9. DCIS CHALLENGE RESULTS CONTROL POWER DOMINANCE INFLUENCESTABILITYCONFORMITY STANDARDS RULES INFORMATION POLICY STRUCTURE PLANNING PROCEDURES PACE INFLUENCE RELATIONSHIPS SENSITIVITY PEOPLE DRIVEN FOCUSED COMPETITIVE DIRECT DEMANDING ASSERTIVE DECISIVE DARING BLUNT SELF STARTER COMMUNICATIVE FRIENDLY POSITIVE VERBAL PERSUASIVE INTERACTIVE OUTGOING CHARMING PARTICIPATIVE EMOTIONAL AMIABLE DELIBERATE ORGANISED LISTENER CONTROLLED PERSISTENT CONSISTENT PATIENT DEPENDABLE STABLE CAUTIOUS CAREFUL COMPLIANT PERFECTIONIST ACCURATE PEDANTIC PRECISE FACTUAL DISCIPLINED WORRIER CONFORMITY “Behaviour in the Workplace”ABL Driving Performance Workshops

10. D CHALLENGE RESULTS CONTROL POWER DOMINANCE DRIVEN FOCUSED COMPETITIVE DIRECT DEMANDING ASSERTIVE DECISIVE DARING BLUNT SELF STARTER I INFLUENCE RELATIONSHIPS SENSITIVITY PEOPLE COMMUNICATIVE FRIENDLY POSITIVE VERBAL PERSUASIVE INTERACTIVE OUTGOING CHARMING PARTICIPATIVE EMOTIONAL S STABILITY STRUCTURE PLANNING PROCEDURES PACE AMIABLE DELIBERATE ORGANISED LISTENER CONTROLLED PERSISTENT CONSISTENT PATIENT DEPENDABLE STABLE C CONFORMITY STANDARDS RULES INFORMATION POLICY CAUTIOUS CAREFUL COMPLIANT PERFECTIONIST ACCURATE PEDANTIC PRECISE FACTUAL DISCIPLINED WORRIER D I S C “Behaviour in the Workplace”ABL Driving Performance Workshops

11. Characteristic Combinations “Behaviour in the Workplace”ABL Driving Performance Workshops

12. Characteristic Combinations “Behaviour in the Workplace”ABL Driving Performance Workshops

13. INDUSTRIAL CLIENT – Percentage of People with Highest D.I.S.C. Factors (118 Managers) “CORE DRIVERS” “Behaviour in the Workplace”ABL Driving Performance Workshops C - 71% D - 42% I -60% I - 34% D - 28% S - 12% D – 27% I- 33% C – 28% S – 12%

14. INDUSTRIAL CLIENT – Percentage of People with High Overall D.I.S.C. Factors (112 Managers) “UNDERLYING DRIVERS” “Behaviour in the Workplace”ABL Driving Performance Workshops C - 71% D - 42% I -60% 54% 64% 59% D - 54% S - 47% I -64% D – 53% I – 64%S – 48% C – 61%

15. INDUSTRIAL CLIENT – Senior Management Team (13 Managers) Percentage of People with Highest D.I.S.C. Factors “CORE DRIVERS” “Behaviour in the Workplace”ABL Driving Performance Workshops C – 15% I – 31%54%

16. INDUSTRIAL CLIENT – Senior Management Team (13 Managers) Percentage of People with high overall D.I.S.C. Factors “Behaviour in the Workplace”ABL Driving Performance Workshops S – 15% C – 31% I – 77% D – 85%

17. INDUSTRIAL MANUFACTURER - Behavioural Breakdown by Highest D.I.S.C. Characteristic (62 People) C - 39% S - 18% 15% 28% “Behaviour in the Workplace”ABL Driving Performance Workshops

18. INDUSTRIAL MANUFACTURER – Percentage of People with High D.I.S.C. Factors (62 People) I -60% C – 71% S – 65% D - 42% “Behaviour in the Workplace”ABL Driving Performance Workshops

19. INDUSTRIAL MANUFACTURER – Management Breakdown by Highest Characteristic - (11 People) 0 0.5 1 1.5 2 2.5 3 3.5 4 4.5 D - 27%I - 37%S - 9%C - 27% PERCENTAGES NUMBER OF EMPLOYEES I - 37% S - 9% D -27% C -27% “Behaviour in the Workplace”ABL Driving Performance Workshops

20. INDUSTRIAL MANUFACTURER – Percentage of Management with High D.I.S.C. Factors - (11 People) 0 2 4 6 8 10 12 D - 73%I - 91%S - 45%C - 45% PERCENTAGES NUMBER OF PEOPLE I -91% D -73% C -45% S -45% “Behaviour in the Workplace”ABL Driving Performance Workshops

21. INDUSTRIAL MANUFACTURER Commercial/Financial Behavioural Breakdown by Highest D.I.S.C. Characteristic – (14 People) 0 1 2 3 4 5 6 7 8 D - 14%I - 14%S - 22%C - 50% PERCENTAGES NUMBER OF PEOPLE C – 50% D – 14% I– S -22% “Behaviour in the Workplace”ABL Driving Performance Workshops

22. 0 2 4 6 8 10 12 14 16 D - 36%I - 43%S - 79%C - 100% PERCENTAGES NUMBER OF PEOPLE D – 36% I – 43% S – 79% C - 100% “Behaviour in the Workplace”ABL Driving Performance Workshops INDUSTRIAL MANUFACTURER Commercial/Financial Percentage with High D.I.S.C. Factors – (14 People)

23. INDUSTRIAL MANUFACTURER – Sales Highest D.I.S.C. Characteristics – (9 People) 0 1 2 3 4 5 6 7 D - 0%I - 67%S - 0%C -33% PERCENTAGES NUMBER OF EMPLOYEES C–33% I–67% “Behaviour in the Workplace”ABL Driving Performance Workshops

24. 0 1 2 3 4 5 6 7 8 9 D - 44%I - 89%S - 67%C -78% PERCENTAGES NUMBER OF EMPLOYEES D– 44% I–89% S–67% C –78% INDUSTRIAL MANUFACTURER – Sales Percentage of People with High D.I.S.C. Characteristics – (9 People) “Behaviour in the Workplace”ABL Driving Performance Workshops

25. INDUSTRIAL MANUFACTURER Engineering/Technical Behavioural Breakdown by Highest D.I.S.C. Characteristic – (8 People) 0 1 2 3 4 5 6 D - 0%I - 0%S - 38%C - 62% PERCENTAGES NUMBER OF PEOPLE C – 62% S – 38% “Behaviour in the Workplace”ABL Driving Performance Workshops

26. 0 1 2 3 4 5 6 7 8 9 D - 37%I - 25%S - 63%C -100% PERCENTAGE NUMBER OF EMPLOYEES C – 100% D – 37% I – 25% S – 63% “Behaviour in the Workplace”ABL Driving Performance Workshops INDUSTRIAL MANUFACTURER Engineering/Technical Percentage of People with High D.I.S.C. Characteristics – (8 People)

27. “He who knows others is learned, he who knows himself, is wise” (Lao Tse)