Team Performance Workout

Education and Training, LLC

Team Performance Workout

Engagement
Alignment
Execution
Rev. 10/24/2013

“Extended DISC® is a registered trademark of Extended DISC N.A., Inc.
© Copyright Onward Education & Training. LLC 2010 -2013 All Rights Reserved

1

Agenda

Team Performance Workout
• The Execution Problem
• Onward’s 80% Solution
• How Does It Work?
• What Do I Get?
• How Much Does It Cost?


2

The Execution Problem
“Everybody’s busy but nothing’s
getting done.”
• We hire people based on thoroughly checked résumés and
references. Still, our new hires often just don’t seem to work out.
• Instead of getting what I think I asked for, I get draft after draft of
what I didn’t ask for.
• Our company is great at accounting for cost and effort, but our
projects never seem to finish on time. Some never finish at all.
• We meet for hours, and I think I’m making myself clear about
what we need to accomplish, but nobody on my staff seems to
“get it” and nothing ever changes.
• Is 20% annual employee turnover normal? How do I know
whether I’m keeping the right people?

3

The 80% Solution
“80% of success is attitude, 20% is aptitude.”
- Jim Rohn

Subjective Adaptation

“Who Am I?”
“Who Are You?”
“Who Are We?”

•
•
•
•
•

Assigning/Accepting Tasks
Setting/Addressing Goals
Giving/Interpreting Direction
Seeking/Offering Help
Adapting in the Workplace
• To My Manager
• To My Colleagues
• To My Customers


4

The 80% Solution
Hidden Behavioral Costs of Subjective Adaptation
Subjective Guesswork
A

A

• Silo Thinking
• Cognitive Bias
• Habit and Ritual
• Irrational Superstitious Beliefs

• Passive/Active Aggression
• Up-Delegation
• Don’t Diligence

• Negativistic Behavior

5

The 80% Solution
Leveling the Playing Field for Your Team

Facts

“Driver”

C

D

“Amiable”

“Expressive”

S

I

Support

Persuasion

Based on Research

People

“Analytical”

Procedures

Change

Tasks

Analysis

• Four Basic Behavioral
Patterns (W. M. Marsden, et. al.)
•
•
•
•

Dominant
Influencing
Steady
Conscientious


6

The 80% Solution
Attitude as a Function of Behavioral Style

CID
DSC
CI DS
SD IC
SDI

Support

IDS

Persuasion

People

Procedures

Behavioral Styles

Change

Tasks

Facts

Analysis

• Weighted Combinations of
the Four Patterns
• Thousands of Nuanced
Possibilities
• “The Psychology of Normal
People”


7

The 80% Solution
Building All Kinds of Teams
It’s About Teamwork…

5 to 50-plus
Participants
Research Leadership
Finance Management
Quality Ctl. Consulting
Analytics
PMO

Healthcare
Education
Services
Support

Innovation
Marketing
Coaching
Sales

Support

Persuasion

• Individual Contribution
• Cooperative Effort

• …Mission and Lifecycle
People

Procedures

• …Dynamics

Change

Tasks

Facts

Analysis

•
•
•
•

Innovation
Implementation
Service/Support
Improvement/Transition


8

The 80% Solution
Attitude:
A Behavioral Model of Team Performance
Objective Teamwork

N
Team
Target

Support

Objective
A Adaptation

Persuasion

People

Procedures

Change
Subjective
A Adaptation

Tasks

Facts

Analysis

• Individual Motivators and
De-motivators
• Strengths, Weaknesses
• Stress Reactions
• In Myself and Others
N
A

Natural Behavior
Adaptive Behavior
What’s Expected of Me


9

How Does It Work?
Three Steps to Increased Team Performance
Step 1: Engagement
Identifying and Harnessing Your Team’s Intrinsic Motivators

Step 2: Alignment
Planting Your Flag and Rallying Your Team - Scientifically

Step 3: Execution
Engaged and Aligned Teamwork Drives Real, Practical Results


10

How Does It Work?
Step 1. Engagement

Analysis

N
A

A
A

N

N
Persuasion

People

A

Support

Rev. 10/1/2013

A
N

A

Procedures

Facts

N

Tasks

N

Change

• A Simple 15-Minute Extended
DISC® Assessment Plots Each
Team Member on the Field
• Individual and Team Behavioral
Style Reports Show Members’
Natural N and Adaptive A
Behavioral Styles
• Before the Workout, Adaptive
Behavior is Subjective, SelfFocused, and Aimed at Reducing
Personal Stress in the Workplace


11

How Does It Work?
Step 2. Alignment

Analysis

N
A

A
A

N

N
Persuasion

People

A

Support

Rev. 10/1/2013

A
N

A

Procedures

Facts

N

Tasks

N

Change

• Set and Express Team Expectations
• Certified Professionals Work With
Your Team’s Leaders to Map Your
Team’s Behavioral Target
• Your Target Incorporates
• The Practical Results You Expect
of Your Team
• The Organizational Values That
Drive Those Results


12

How Does It Work?
Step 3. Execution

Analysis

N

A

A
A

A

N
Support

Rev. 10/1/2013

A
AA
AA
N
Persuasion

People

Procedures

Facts

N

A

A

N

Tasks

N

Change

• We Teach Your Team’s Members
to Adapt Their Behavior to Your
Behavioral Target
• Conflict is Reduced as We Show
the Members of Your Team How to
Understand and Work With Each
Other
• After the Workout, Adaptive
Behavior is Objective, GoalFocused, and Aimed at Achieving
Your Team’s Shared Goals


13

How Does It Work?
Based on Proven Behavioral Research

 Assessment
Scientific Extended DISC® Assessment
and Analysis Techniques

 Insight

C

D

S

I

Self- and Other- Awareness Enhances Focus, Reduces Conflict

 Achievement
Setting Clear Goals and Recognizing Their Accomplishment


14

What Do I Get?

Your Team Members Receive…
20+ Page Extended DISC® Reports
• Behavioral Style Summary
• Motivators and Reactions Under
Stress
• Behavioral Competencies (“Skills”)
including Workplace-Specific Reports (e.g., Sales, IT,
Management, Leadership, Trainer, Project, etc.)

Extended DISC
Self-Development Guide

15

What Do I Get?

Your Team Receives…
Extended DISC® Team Reports
• Graphical Profile of the Behavioral Style of Your Entire Team
• Promotes Mutual Understanding by Providing Objective
Overview of Your Team’s Behavioral Styles
• Illustrates Team’s Values and Performance Goals
• Highlights Your Team’s Strengths
• Provides Your Team With a Clear
Target for Objective Behavioral
Adaptation


16

How Much Does It Cost?

$250 for Each Team Member…
Including
• Extended DISC® Individual
Assessments and Behavioral
Style Reports
• Two Workplace-Specific Alignment Reports
• One-on-One Review and Interpretive Consulting Sessions
• Optional Post-Program Reassessment to Validate Results:
$75
Special programs and reduced pricing available for:
• Onboarding new employees and team members
• Redeploying members among teams

17

How Much Does It Cost?

…Plus $2100 to Build Your Team
Including
• Alignment and Goal-Setting Consulting
with Team Leaders
• Up to Three Extended DISC®
Team Analyses
• Customized Two-Hour
Team Alignment Session
For teams of 5 to 50+ members. Pricing covers virtual engagement. Personal
individual and team engagement also available

18

Lightweight, Efficient, Fixed-Cost
 Actionable Guidance on Improving Team
Performance in Just a Few Hours
 Fixed Price, No Hidden Costs
 Individual and Team Coaching by
Experienced and Certified
Professionals
 Results Guaranteed

19

Thank You

100 Springdale Road Suite A3 Cherry Hill, NJ 08003 1-800-830-1396
onwardeducation.com

Optional Next Steps Based on the Extended DISC Platform
•
•
•
•
•

Scientific Job Benchmarking and Placement
Work-Pair Analysis
360 Tools
One-on-One Professional Coaching
Customized Behavioral Skills Workshops

20

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