This assessment tool is used to measure a salesperson’s behavior style. In layman’s terms, it is often referred to as the hunter/farmer sales approach.
New business development is often higher in dominance and influence. Good account managers score higher in steadiness and influence.
D – Dominance – Challenge
How you respond to problems or challenges
I – Influence – Contacts
How you influence others to your point of view
S – Steadiness – Consistency
How you respond to the pace of the environment
C – Compliance – Constraints
How you respond to rules and procedures set by others