THE LEADER - THE "A" TYPE
We need not look very far
to find an "A" personality in our
midst. They are the ones that are always
"looking for a better way" or building
a "better mouse trap". They have an
entrepreneurial streak and don't mind taking risk
in order to receive the rewards that can go along
personality is usually very independent, direct
and to the point. They will probably tell you to
"get to the bottom line" or give them
the "executive summary" to read. They
don't like routine and often delegate routine
chores to someone else.
Personality enjoys change, and one of their
biggest fears is falling into a routine. They are
very focused on what they are doing and are
almost always relatively insensitive to others
that might be around them. If they tell somebody
something, or explain it, they'll say it ONCE and
expect that everybody listening understood
because they're ready to move on.
personalities are often found as business owners,
managers, sales people (especially straight
commission), or any position requiring a very
"direct" person that typically
"takes charge" and forges ahead. They
are very decisive and persistent in getting what
they want and need.
SOCIALIZER - "B" TYPE PERSONALITY
The "B" type
loves to party, travel and be part of groups, and
is often the center of attention. They love
excitement and are often impatient and demanding
as a result of being a "high energy"
type. They love the limelight and the
"hype" and often do very well in sales,
advertising, marketing, public speaking, party
planning, travel and other positions where they
can have a "good time" while working.
personality is as Supportive of others as they
are direct in their approach. Most people enjoy
being around them or watching or listening to
them "perform". Many radio and TV
personalities, actors and high-profile speakers
are often "B" personalities. It is very
important for the "B" personality to be
liked by others and can be easily hurt if they
think someone doesn't care for them. They may
take it very personally.
A good example of a
"B" personality was the part Bette
Midler played in the movie "Beaches"
where her character was a big success in movies
and on the stage. An outstanding line from the
movie was, when having her best friend over who
she hasn't seen in years, she takes her on a
whirlwind tour of her elaborate apartment then
says: "... enough about ME, let's talk
about YOU. So, what do you think if ME?"
"B" personalities are not that
"strong", but it does provide a good
mental picture of some of the characteristics to
look for in the "B" type.
This type often does well
in sales as they tend to be very talkative and
outgoing with people and are normally quite
THE "C" TYPE PERSONALITY
If you want to picture a
typical "C" type personality, think of
your accountant, an engineer or a computer
programmer or analyst. The "C" thrives
on details, accuracy and takes just about
everything seriously. They are usually very neat,
dress fashionably and are very calculated and
precise in just about everything they do.
The "C" doesn't
like "hype", rather, they want facts...
information from which they can verify the
details and make a decision. They are very
consistent in everything they do because
everything has an order or procedure; thus they
can be predictable at times and often very
dependable, however, don't expect them to make a
decision when YOU want it, as it will only come
after THEY have checked all the facts and are
satisfied that everything is correct.
They are deep, thoughtful
and usually very sensitive. They enjoy know how
and why things are the way they are rather than
taking anything at face value. They often make
good customer service people and sales people,
especially if the product to support or sell is
something "technical" or involves
numbers. They are loyal and patient and can leave
customers with a good feeling that they're
somebody that really cares. However, managers may
need to make sure they don't spend TOO much time
with details if the objective or expected outcome
doesn't warrant the investment of their time and
THERE WHEN YOU NEED THEM
THE "D" TYPE PERSONALITY
The typical "D"
personality doesn't like change, preferring
instead, to have a set of guidelines from which
to follow and they won't mind doing the same
thing over and over. They are usually more
motivated by security and benefits and are likely
to get the "gold watch" if the company
can provide the security they seek.
"D" types are
very supportive of others and are often the type
that others turn to when they have a problem.
Their compassion level is usually quite high and
often seem very happy and content with themselves
and life in general. They are usually punctual,
and consistent. They add "balance" and
support in the workplace and may be the champion
of the "under dog".
Where personalities may
clash is where opposites are working with each
other or one working for another in a business
environment. However, opposites often attract on
a personal level.
Corners are Opposite Personalities. The
"A" and "D" personalities are
opposite of each other. The "A" likes
change, is impatient and a risk-taker. The
"D" dislikes changes, is very patient
and thinks the "A" is crazy for taking
so many risks preferring instead to be very
steady and seek the security of knowing what you
have and what you can count on.
The "B" and
"C" personalities are opposites as
well. The "B" loves the glamour and the
hype, the "C" insists on knowing if
there is any "substance" behind it all.
Where the "B" can be messy, the
"C" is neat and orderly and doesn't
thing "by the book". The "B"
is Extroverted, the "C" is Introverted.
CAN BE GOOD.. OR BAD!
Opposite personalities can
compliment one another if they try to understand
the other's perspective. Perhaps this is why
opposites often marry and lead a very full life,
since each makes up for the other's weaknesses
and each brings important characteristics into
However, opposites can be
bad, especially if undetected, and not properly
managed in the work environment. We have seen
many examples where a client will call us
complaining of turnover in the Sales department,
for example. They need a better way to
"test" sales people because the ones
they hire never seem to last long.
After testing their sales
staff, we're sometimes surprised to find that
their personalities should be very good for the
job they are doing, but when we test their
manager or supervisor, find that they are being
managed by an Opposite Personality who expects
them to do things in a way that is incompatible
with the sales people's personality.
An example you'll see us
use often is Oscar Madison and Felix Unger from
the old TV show, "The Odd Couple". It
isn't hard to imagine the friendly, outgoing
"B" type Oscar being a top sales
person. He makes friends and builds relationships
wherever he goes and seems to do the work of 2 or
3 other people.
If the neat, precise
"C" type Felix is his manager and is
always demanding that every blank on every sales
report is filled out, neatly and on-time every
time, it isn't surprising to see that this won't
work out for long. Nothing is "wrong"
with either person, they just need to have more
insight into each other's personalities and find
reasonable middle ground from which to work.
However, if the manager is inflexible and demands
perfection in everything they do, it isn't
surprising to see a lot of turnover in the people
that would work for him, especially if the ideal
candidate for the sales job was a "B"
Almost everyone has been in
this position at one time or another. Even though
two people may have opposite personalities, we
also have a factor called
"Adaptability" in our human nature, and
when presented with a better understanding of
what is needed, especially in understanding other
people, many people can adapt and the results are
often almost immediate. Ask yourself, "could
this be a problem in my company?"
We've tried to present you
with a very general overview of the 4 basic
personality types here to illustrate the
differences, yet highlight how every company has
a need for all 4 personality types within the
organization. The key is having the right tools
to accurately identify these traits and know how
to position the various types in the organization
so they have the best chance of personal success
and compatibility with managers and co-workers.
If you have any questions,
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