Case Study
Individual Development using Extended DISC® Personal Analysis
The following is a story of an individual who decided that if he wants to improve his relationships with other people he needs to take the first step. He was working in a large multinational company that produces and markets high-tech products.
The Starting Point
 Jim was a sales manager with a sales budget of approximately $20 million. Relations between Jim and his colleagues were poor. In addition, some customers had provided negative feedback regarding his modus operandi. As a result, the CEO of the firm decided to transfer him, appointing him as sales manager of another product line. However, the start at the new post indicated no improvement. Jim attended Extended DISC® training with his new colleagues. During the training he received his Extended DISC® Personal Analysis that revealed that Jim was 100% “D” style. Due to the deterioration of his situation at the company Jim often emphasized the negative aspects of the D-style.
The Realization
During the Extended DISC® training Jim became interested in developing his behavioral style to such an extent that he invited the trainer to meet with him. The conversation was intensive and productive. During the 2.5-hour meeting Jim understood very clearly that his strong and
decisive behavioral style irritated and even threatened other people.
After two months, Jim attended the second phase of the training where he received his colleagues’ reviews of his behavioral styles (Extended DISC® Team Assessment 360). The reviews correlated with the results of Jim’s Personal Analysis. Additionally, the reviews clearly indicated that Jim should develop his behavioral style to become softer and more social.
Jim understood the effect his behavior had on achieving desired results and said to the trainer that this had influenced his life more than anything else in recent times. He now understood how he must adapt his behavior to the requirements of other people and different situations in order to achieve better results in his life.
In the closing conversation of the training Jim indicated that he had set goals to develop his behavior to become more considerate and social.
The End Result
The Human Resource Director stated that everyone had seen a significant positive change in Jim. His relationships with other employees and customers had developed so much that his results had improved measurably. She believes that Jim will continue to develop and become more productive without losing the natural strengths that the D Style provides him.
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