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Insights® Discovery is all about color. It simplifies human behavior in a pie chart with four segments defined by color. It leads to insights on character and relationships by suggesting a direction towards improved self-discovery and paths towards dealing with others. For those in the business of sales, it presents a fascinating tool for recruiting and managing sales professionals as well as creating and sustaining customer relationships. 

This introduction and the following sections will examine the intent and performance of Insights® Discovery and show what insight means to your sales success.

Insights® Discovery – Trying to keep it simple

The pioneering work of early psychologist Carl Jung labeled individual attitudes (the human inclination to act in a certain way) as Extroverted or Introverted. Jung went on to assigning four functions to each of the two personalities.

 

Attitudes

 

Extrovert

Introvert

Feeling

Comfortable in social circumstances and willing to offer opinions based on social norms, values, and accepted beliefs.

Will defy social norms in favor of internally established beliefs.

Thinking

Forms abstract concepts based on experience with environment.

Interprets environmental stimuli.

Sensing

Takes the world for what it is and expresses perceptions as a matter-of-fact.

Experiences the world based on internal reflections and personal attitudes.

Intuitive

Perceives things based on the dictates of society even when conflicting with perceptions of the senses.

Influenced heavily by internal drives even without a full understanding of these motivations.

 

Katherine Briggs continued the work of Carl Jung, and Isabel Briggs Myers refined her mother’s work eventually producing the still heavily used Myers-Briggs Type Indicator® (MPTI®) profiling systems. The system asks four core questions:

  1. Do you prefer to focus on the outer world or your inner world?
  2. Do you prefer to focus on the basic information you take in or do prefer to interpret and add meaning to what you take in?
  3. When making decisions, do you prefer to first look at logic or consistency or first look at the people and special circumstances?
  4. In dealing with the outside world, do you prefer to get things decided for you or do you prefer to stay open to new information and opinions?

Your preferences place you somewhere on a matrix of preference profiles that have proven revelatory to those being profiled as well as those who have ordered the profiling.

Today’s world Insights® Discovery deserves some patient analysis. It begins with some key understandings. The process divides a circle into four quadrants. Each colored section represents an area of personal preferences fully described in a 20-page profile resulting from a short on-line questionnaire.

Scores of employers and others tasked with managing people have found the results essential to recruiting, placement, and organization. In sales functions, there is the added advantage of determining a predictive analytic in dealing with prospects and customers.

What Insight means to your Sales SuccessImage source:  https://www.insights.com/540/products-and-solutions.html

Insights® Discovery – Where we go from here!

There is a clear and consistent evolution through these systems. They have come to present a useful tool for matching personality preferences in an effort to find and recruit suitable candidates, modulate personality styles to better manage employees, and develop productive and lasting customer relationships.

Before we look at what insight means to your sales success, we want to examine its origins and performance. We think you will value a look at the advantages and disadvantages of legacy systems. And, we want to make direct connection between the discovered insight and your business’ sales success (Insights® Discovery).

Tomek Jordan

advisory board member at Repignite
Interested in Sales Performance Management, Sales Incentive Management.