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DiSC®: Applying DiSC General Characteristics Report Content to a DiSC Coaching Session

The information below provides details on using the DiSC® General Characteristics Report (PPSS) in a coaching session.

The DiSC General Characteristics report provides structure for a dialog about performance improvement as well as specific behavioral content for each topic in the discussion. You may also use the DiSC report content to help strategize the coaching process by focusing on how the style of the person being coached (Coachee Style Info) and the style of the coach (Coach Style Info) may affect the success of the session.

DiSC Coaching Opportunity Content: Behaviors that have the possibility of becoming more effective with coaching

GC: DiSC General Characteristics Report
SR1: DiSC Supplemental Report “Strategies for Creating a Positive Relationship with This Person"
SR2: DiSC Supplemental Report “How This Person Relates to People and the Environment"
SR3: DiSC Supplemental Report “Strategies for Managing This Person”
SR4: DiSC Supplemental Report “How This Person Tends to Manage”
SR5: DiSC Supplemental Report “This Person’s Natural Approach to the Selling Process”
SR6: DiSC Supplemental Report “How to Manage this Person in a Sales Environment"

DiSC General Characteristics Report (PPSS) Section

Coachee Style Info

Coach
Style Info

DiSC Coaching Opportunity Content


GC: DiSC General Characteristics Report

GC: DiSC Highlights    
  • Coachee select 2-3 items from list that most accurately describe you
  • Coachee rank order the items from most important to least important 

GC: DiSC Narrative Overview 

   
  • Coachee highlight phrases that you strongly agree describe you
  • Coachee identify phrases that represent areas needing development
  • Coachee cross out any information that does not apply 
GC: Motivating Factors    
  • Coachee select those motivating factors currently available in your work environment
  • Coachee identify motivating factors not currently available in your work environment that are important to you
  • Coachee cross out any factors that are not relevant to you
  • Coach and Coachee discuss strategies for how the coachee can get more of his/her motivating factors available in his/her work environment

GC: Preferred Environment  

   
  • Coachee select those factors currently available in your work environment
  • Coachee identify factors that are important to you but not currently available
  • Coach and Coachee discuss strategies for how the coachee can shape his/her environment to match his/her preference 

GC: Demotivating Factors 

   
  • Coachee identify any demotivating factors that may be currently present in your environment
  • Coach and Coachee discuss what the coachee might do to modify or eliminate specific demotivating factors in his/her environment 

GC: Tends to Avoid  

   
  • Coachee Identify those factors listed that are currently part of your job description
  • Coachee discuss with coach how you handle those factors now
  • Coach and Coachee discuss alternate strategies for handling those factors that the coachee would naturally tend to avoid 
 

GC: DiSC Strategies for Increasing Effectiveness 

   
  • Coachee identify those strategies listed that you have already implemented
  • Coachee select strategies not currently implemented that you would benefit from implementing
  • Coachee cross out those strategies that are not relevant
  • Coach and Coachee discuss how the Coachee might implement the strategies listed and any other strategies that come to mind as you think about this information

GC: Behavior in Conflict Situations 

   
  • Coachee rank order the behaviors listed in terms of “most likely to use” to “least likely to use”
  • Coachee identify which behaviors you are most likely to use with coworkers, bosses, direct reports
  • Coachee cross out behaviors that you would not use based on your values or life experience
  • Coach and Coachee discuss what alternate conflict behaviors the Coachee might use to increase his/her effectiveness


SR1: Supplemental Report “Strategies for Creating a Positive Relationship with This Person 

SR1: Creating a Positive Climate 

 X

 
  • Behavioral strategies for the Coach to consider when preparing for the session
  • Coach select those strategies you will use in the session
  • Coach consider what other strategies you might want to use to create a positive climate for the coachee in the session
  • Coach and Coachee discuss what would make the climate of the session more positive 
SR1: How to Communicate

 X

 
  • Behaviors for the Coach to consider when planning the coaching session
  • Coach consider how you might need to modify your natural approach to communicating to better meet the needs of the Coachee
  • Coach identify specific behavioral strategies for communication that you will practice in the coaching session 

SR1: How to Compliment 

   
  • Coach consider how you might use this information to frame a specific compliment that is relevant to the Coachee’s performance needs

SR1: How to Give Feedback 

 X

 
  • Coach consider how you might use this information to structure how you provide feedback to the Coachee
  • Coach select the strategies you think will be most effective in your coaching session
  • Coach and Coachee discuss what you might do to improve how feedback is given

SR1: How to Deal with This Person in Conflict Situations 

   
  • Coach consider how you might use this information to respond to the Coachee should conflict arise
  • Coach identify those strategies most likely to be effective when working with the Coachee 

SR1: How to Deal with This Person’s Problem-Solving Style 

X

 
  • Coach consider how the Coachee approaches problem-solving and how his/her approach is similar or different than your own approach to problem-solving
  • Coach consider how you might coach the Coachee on adapting his/her problem-solving style to an approach that better meets the needs of the situation
  • Coach and Coachee discuss the advantages and disadvantages of alternative problem-solving styles

SR1: How to Deal with This Person’s Decisionmaking Style 

X

 
  • Coach consider how the Coachee approaches problem-solving and how his/her approach is similar or different than your own approach
  • Coach consider how you might coach the Coachee on adapting his/her decision-making style to an approach that better meets the needs of the situation
  • Coach and Coachee discuss the advantages and disadvantages of alternative problem-solving styles


SR2: Supplemental Report “How This Person Relates to People  and the Environment

SR2: How this Person Communicates 

 

X

  • Coach consider how you approach communicating and how your approach may or may not fit the needs of the Coachee and the coaching session
  • Coach select those strategies that are likely to work most effectively in the coaching session
  • Coach identify those communication behaviors that you are most likely to need to modify to meet the needs of the coaching session
  • Coach and Coachee discuss how communication is working in the coaching session

SR2: How this Person Makes Decisions 

 

X

  • Coach consider how you approach decision-making and how your approach may or may not fit the needs of the Coachee and the coaching session
  • Coach select those strategies that are likely to work most effectively in the coaching session
  • Coach review your approach to decision-making after the coaching session and revise as necessary for future sessions with the Coachee

SR2: How this Person Manages Time 

 

X

  • Coach consider how your approach to managing time may or may not fit the needs of the coaching session
  • Coach identify time management behaviors that you may need to modify to be effective in the coaching session
  • Coach review your approach to time management after the coaching session and revise as necessary for future sessions with the Coachee 

SR2: How this Person Solves Problems 

 

X

  • Coach consider how your approach to solving problems may or may not meet the needs of the coaching session
  • Coach identify problem-solving behaviors that you may need to modify to be effective in the coaching session
  • Coach review your approach to problem-solving after the coaching session and revise as necessary for future sessions with the Coachee

SR2: How this Person Handles Stress 

 

X

  • Coach consider how your approach to managing stress may or may not meet the needs of the coaching session
  • Coach identify stress management behaviors that you may need to modify to be effective in the coaching session
  • Coach review your approach to stress management after the coaching session and revise as necessary for future session with the Coachee


SR3: Supplemental Report “Strategies for Managing This Person”

SR3: Developing this Person 

X

 
  • Coach consider how your approach to managing stress may or may not meet the needs of the coaching session
  • Coach identify stress management behaviors that you may need to modify to be effective in the coaching session
  • Coach review your approach to stress management after the coaching session and revise as necessary for future session with the Coachee 

SR3: Motivating this Person 

X

 
  • Coach consider how you might use this information to create a motivational environment for the Coachee in the coaching session
  • Select those motivational strategies most likely to be effective with the Coachee
  • Coach and Coachee discuss which motivational strategies work best for the Coachee

SR3: Complimenting this Person 

 
  • Coach consider how you might use the information on complimenting to structure positive feedback for the Coachee during the coaching session
  • Coach select those strategies for complimenting most likely to be effective with the Coachee

SR3: Counseling this Person 

X 

 
  • Coach consider how you might use the information on counseling with the Coachee in the coaching session
  • Coach select the counseling strategies most likely to be effective with the Coachee
  • Coach and Coachee discuss which counseling strategies work best for the Coachee

SR3: Correcting this Person 

 
  • Coach consider how you might use the information on correcting with the Coachee in the coaching session
  • Coach select the correcting strategies most likely to be effective with the Coachee
  • Coach and Coachee discuss which correcting strategies work best for the Coachee 

SR3: Problem-solving with this Person 

 
  • Coach consider how the Coachee approaches problem-solving and how his/her approach is similar or different than your own approach to problem-solving
  • Coach consider how you might coach the Coachee on adapting his/her problem-solving style to an approach that better meets the needs of the situation
  • Coach and Coachee discuss the advantages and disadvantages of alternative problem-solving styles 

SR3: Decision-making with this Person 

X 

 
  • Coach consider how the Coachee approaches problem-solving and how his/her approach is similar or different than your own approach
  • Coach consider how you might coach the Coachee on adapting his/her decision-making style to an approach that better meets the needs of the situation
  • Coach and Coachee discuss the advantages and disadvantages of alternative problem-solving styles

SR3: Communicating with this Person  

X 

 
  • Coach consider these strategies for communicating when planning the coaching session
  • Coach consider how you might need to modify your natural approach to communicating to better meet the needs of the Coachee
  • Coach identify specific behavioral strategies for communication that you will practice in the coaching session 


SR4: SupplementalReport “How This Person Tends to Manage”

SR4: How this Person Communicates 

 

  • Coach consider how you approach communicating and how your approach may or may not fit the needs of the Coachee and the coaching session
  • Coach select those strategies that are likely to work most effectively in the coaching session
  • Coach identify those communication behaviors that you are most likely to need to modify to meet the needs of the coaching session
  • Coach and Coachee discuss how communication is working in the coaching session 

SR4: How this Person Delegates 

 

X 

  • Coach consider how your approach to solving problems may or may not meet the needs of the coaching session
  • Coach identify problem-solving behaviors that you may need to modify to be effective in the coaching session
  • Coach review your approach to problem-solving after the coaching session and revise as necessary for future sessions with the Coachee 

SR4: How this Person Directs Others 

 

  • Coach consider your approach to directing others and how it may or may not meet the needs of the Coachee
  • Coach identify behaviors that you tend to use when directing others that may need to modified to be effective in the coaching session
  • Coach review your approach to directing others after the coaching session and revise as necessary for future sessions with the Coachee

SR4: How this Person Develops Others 

 

X 

  • Coach consider your approach to developing others and how it may or may not meet the needs of the Coachee
  • Coachee identify behaviors that you are likely to use when developing others that may need to be modified to be effective in the coaching session
  • Coach review your approach to developing others after the coaching session and revise as necessary for future sessions with the Coachee
 

SR4: How this Person Makes Decisions 

 

X 

  • Coach consider how you approach decision-making and how your approach may or may not fit the needs of the Coachee and the coaching session
  • Coach select those strategies that are likely to work most effectively in the coaching session
  • Coach review your approach to decision-making after the coaching session and revise as necessary for future sessions with the Coachee

SR4: How this Person Manages Time 

 

X 

  • Coach consider how your approach to managing time may or may not fit the needs of the coaching session
  • Coach identify time management behaviors that you may need to modify to be effective in the coaching session
  • Coach review your approach to time management after the coaching session and revise as necessary for future sessions with the Coachee 

SR4: How this Person Solves Problems 

 

  • Coach consider how your approach to solving problems may or may not meet the needs of the coaching session
  • Coach identify problem-solving behaviors that you may need to modify to be effective in the coaching session
  • Coach review your approach to problem-solving after the coaching session and revise as necessary for future sessions with the Coachee 

SR4: How this Person Manages Others 

 

X 

  • Coach consider how your approach to managing others may or may not meet the needs of the coaching session
  • Coach identify behaviors you are likely to use in managing others that you may need to modify to be effective in the coaching session
  • Coach review your approach to managing others after the coaching  session and revise as necessary for future sessions with the Coachee


SR5: Supplemental Report “This Person’s Natural Approach to the Selling Process”

SR5: How this Person Plans the Call    
  • Coach consider how the Coachee’s potential approach to planning the call matches his/her actual, observed behavior when planning the call
  • Coach and Coachee discuss with which prospects/customers the Coachee’s natural approach to planning is a good fit
  • Coach and Coachee discuss what alternative approaches to planning might be necessary for prospects/customers with different needs
  • Coach and Coachee discuss what additional training/support might be necessary for the Coachee to develop alternative skills in planning the call
SR5: How this Person Opens the Call    
  • Coach consider how the Coachee’s potential approach to opening the call matches his/her actual, observed performance in opening the call
  • Coach and Coachee discuss with which prospects/customers the Coachee’s natural approach to opening the call is a good fit
  • Coach and Coachee discuss what alternative approaches to opening the call might be necessary for prospects/customers with different needs
  • Coach and Coachee discuss what additional training/support might be necessary for the Coachee to develop alternative skills in opening the call 
SR5: How this Person Interviews/Gathers Info    
  • Coach consider how the Coachee’s potential approach to interviewing and gathering information matches his/her actual, observed performance in interviewing
  • Coach and Coachee discuss with which prospects/customers the Coachee’s natural approach to gathering information is a good fit
  • Coach and Coachee discuss what alternative approaches to gathering information might be necessary for prospects/customers with different needs
  • Coach and Coachee discuss what additional training/support might be necessary for the Coachee to develop alternative skills in interviewing/gathering information

SR5: How this Person Responds to Concerns 

   
  • Coach consider how the Coachee’s potential approach to responding to concerns matches his/her actual, observed performance in responding to concerns
  • Coach and Coachee discuss with which prospects/customers the Coachee’s natural approach to responding to concerns is a good fit
  • Coach and Coachee discuss what alternative approaches to responding to concerns might be necessary for prospects/customers with different needs
  • Coach and Coachee discuss what additional training/support might be necessary for the Coachee to develop alternative skills in responding to concerns 

SR5: How this Person Gains Commitment 

   
  • Coach consider how the Coachee’s potential approach to gaining commitment matches his/her actual, observed performance in gaining commitment
  • Coach and Coachee discuss with which prospects/customers the Coachee’s natural approach to gaining commitment is a good fit
  • Coach and Coachee discuss what alternative approaches to gaining commitment might be necessary for prospects/customers with different needs
  • Coach and Coachee discuss what additional training/support might be necessary for the Coachee to develop alternative skills in gaining commitment 

SR5: How this Person Follows Up 

   
  • Coach consider how the Coachee’s potential approach to following up after the call matches his/her actual, observed performance in following up
  • Coach and Coachee discuss with which prospects/customers the Coachee’s natural approach to following up is a good fit
  • Coach and Coachee discuss what alternative approaches to following up might be necessary for prospects/customers with different needs
  • Coach and Coachee discuss what additional training/support might be necessary for the Coachee to develop alternative skills in following up 


SR6: Supplemental Report “How to Manage this Person in a Sales Environment

SR6: How to Develop this Person 

X 

 
  • Coach consider how you might use this information to develop the Coachee
  • Coach select those behaviors most likely to be effective when coaching the Coachee
  • Coach and Coach discuss which strategies for developing the Coachee are most likely to be effective 
SR6: How to Motivate this Person

X 

 
  • Coach consider how you might use this information to create a motivational environment for the Coachee
  • Coach select those motivating behaviors most likely to be effective when coaching the Coachee
  • Coach and Coach discuss which strategies for developing the Coachee are most likely to be effective 

SR6: How to Give Recognition to this Person 

 
  • Coach consider how you might use this information to give recognition to the Coachee
  • Coach select those behaviors most likely to be effective when giving recognition to the Coachee
  • Coach and Coach discuss which strategies for giving recognition to the Coachee are most likely to be effective 

SR6: How to Coach/Counsel this Person 

X 

 
  • Coach consider how you might use the information on counseling with the Coachee in the coaching session
  • Coach select the counseling strategies most likely to be effective with the Coachee
  • Coach and Coachee discuss which counseling strategies work best for the Coachee 

SR6: How to Communicate with this Person 

X 

 
  • Coach consider these strategies for communicating when planning the coaching session
  • Coach consider how you might need to modify your natural approach to communicating to better meet the needs of the Coachee
  • Coach identify specific behavioral strategies for communication that you will practice in the coaching session 

SR6: How to Problem Solve with this Person 

X 

 
  • Coach consider how the Coachee approaches problem-solving and how his/her approach is similar or different than your own approach to problem-solving
  • Coach consider how you might coach the Coachee on adapting his/her problem-solving style to an approach that better meets the needs of the situation
  • Coach and Coachee discuss the advantages and disadvantages of alternative problem-solving styles

SR6: How to Make Decisions with this Person 

X 

 
  • Coach consider how the Coachee approaches problem-solving and how his/her approach is similar or different than your own approach
  • Coach consider how you might coach the Coachee on adapting his/her decision-making style to an approach that better meets the needs of the situation
  • Coach and Coachee discuss the advantages and disadvantages of alternative problem-solving styles 

 


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