PERSONAL SKILLS
Sizing up the right style
Have you ever wondered why some people are easier to talk to than others ? Shared interests make conversation easier , but there ’ s more to it than that . To be successful in speaking with someone else , you must understand their communication style and be able to communicate with them in a way that fits how they look at the world .
Awareness The phrase “ Physician Heal Thyself ” is a key to where we need to start . It ’ s important to increase your self-awareness - understanding your communication style . By understanding your own communication style , you can understand better ways to communicate for increased recruitment , retention , and renewals .
To improve individual and team communications , Quadratic Communication can help understand natural behaviors and communication styles .
Using the quadrants
In the chart below , we can see how communication styles can impact the Rs of recruitment , retention , and renewals .
Recruitment . When we think about diversifying our employees and field force , we often think of surface issues such as 50 % of new hires should be women . We need to go beyond that to look at how we can recruit women in a way that will help them succeed . Understanding their behavior profile and how it fits in our organizations is an important part . When you ’ re out there recruiting for new employees , you must speak their language . What this means is that if someone is in the lifestyle quadrant , you must talk to them in that way . You must break the mold of saying they ’ re a woman , so I need to figure out how to talk to a woman .
Retention . If expectation is different from personality , then the employee will want to leave . The secret to retaining employees is to meet their needs , to be inclusive and to help them be successful . People want to fit in , to be happy and to feel needed . Using a behavior technology solution helps you to better understand employees and demonstrate a feeling of support .
Renewals . It ’ s easier and cheaper to keep a current customer , than to acquire a new customer . Renewals require a focus on recruitment of the best talent and retaining that talent to maximize sales efforts .
Identifying style
Understanding people and respecting their unique communication style can support recruitment , retention , and renewals – ensuring comfortable and successful interactions whether that be with an employee , a customer , or a prospect .
Employees who are engaged in work are 87 % less likely to leave their organization .
Leon Morales , Managing Director and ISV Initiator , DNA Behavior
Tony Steuer , CLU , LA , CPFFE , Chief Education Officer and Initiator , Females & Finance
Communication styles tend to fall into four distinct quadrants :
Results oriented
Goal-Setter The serious one who wants to focus on results .
Information Person who needs endless information to support any decision-making .
Fast paced
Lifestyle Confident and fun person who keeps everyone up on the latest news .
Stability Person who avoids conflict , making sure everyone is okay .
Relationhip oriented
Moves carefully
52 Perspectives Q4 2022