Personality Mapping Can Help Align Employee Strengths
November 2004

In a people-oriented industry such as ours, strong personnel can often overcome limitations like outdated equipment or a remote location. Many companies in our industry enjoy a healthy reputation (and equally healthy profit margins!) by simply keeping their promises and taking an honest, friendly approach with customers. What's often overlooked, however, is the delicate balance that owners and managers must create between divergent personalities. Collectively, all good employees want to do what's best for the company and the customer. Individually, they have many different ways of achieving that.

Not all personalities within an organization are complimentary. For example, the strong personalities of Drivers often dominate other personality types, especially Relaters.

w Drivers are organized, opinionated and achievement-oriented. They enjoy being "the boss" and seek sole design-making authority. As such, they tend to dominate other personality types, especially Relaters.

w Relaters are nurturers and team players. They are risk-averse and make decisions only after they have consulted those around them. Relaters dislike the top-dog mentality of Drivers and the self-centered nature of Socializers.

w Thinkers are thorough and methodical, preferring to make decisions by weighing all facts. They prefer predictable behavior, sound reasoning and work equally well alone or within a team. Thinkers are able to maintain their methodical approach in varied circumstances.

w Socializers are goal-driven, friendly, enthusiastic and independent. They are often thrill-seekers and jokesters, and enjoy being the center of attention - they're the reason why the company picnic was invented. Socializers can be impatient and unpredictable, which may rankle Thinkers.

All of these personality types are potentially valuable to your organization. In general, while it would be ideal to have at least one of each in your sales and management ranks, you have to work with what you have and consider personality fit in your future hiring decisions.

In addition, recognizing these personality types within your organization can help you align complementary personalities and help avoid conflict. For example, it may not be wise to pair a Driver salesperson with a Relater in customer service, as this combination is ripe for miscommunication and mutual dislike. Another potential conflict may occur in pairing a Socializer and a Thinker on a new product development task force. Keep in mind that this is one of many personality "maps" that can be used to identify personalities. For a detailed personality assessment, try this Jung Typology Test: www.humanmetrics.com/cgi-win/JTypes1.htm or call Grow Sales, Inc at 301-294-9900 for a consultation.

Disclaimer - The advisors at Grow Sales, Inc., are not psychologists, and we do not play them on TV. The information contained above is culled from our experiences in helping graphic arts companies assess and organize the various personalities within their plants.

What Grow Sales, Inc. Can Do For You
Grow Sales, Inc. has been advising graphic arts companies on everything from sales strategies to intelligent team building since 1996. In addition to our industry-focused advisory services, we provide outbound marketing, sales support, web design and public relations leadership. To learn more about how we can help you grow your business profitably, call us at (301) 294-9900 or email info@growsales.com.

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