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

DiSC General Characteristics Report (PPSS) Section

Coachee Style Info

Coach
Style Info

DiSC Coaching Opportunity Content

GC: DiSC General Characteristics Report

• 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 

• 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 

 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 

X 

• 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 

X 

• 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 

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 

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 

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 

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 

X 

• 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 

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 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”

• 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

• 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 

• 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 

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 

X 

• 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