What is a Behavioural Profile?
Have you ever wondered why some people are outgoing and find
it easy to talk to others they have just met, whereas other people
are shy and quiet?
And why some people take control of a situation and others are
happy for that to be so?
Why do some people always follow the rules and others hardly
The answer lies in your behavioural profile. You see, everyone
has an attitude, a particular way of behaving when around other
people. It’s your style of behaviour.
There are hundreds of different styles or ways of behaving. You
are unique. In fact you are made up of a unique blend of 4 distinct
behavioural types; the mix of these 4 factors determines your special
Why do you need to understand yourself and others?
When you understand yourself:
||You will acknowledge your strengths so that you
can fully utilize them for career advancement.
||You will D.I.S.C.over your weaknesses so that you can
manage them or improve them if you want to.
||You will also be able to recognize and appreciate
the strengths of others so that you can improve relationships.
When you understand your team:
||You will know how to motivate others to get the
||You will be able to build harmony and team synergy
because you will utilize the different styles of members
of your Team.
||When recruiting, you will be able to identify the
type of behaviour that is needed in the role and also
whether the applicant will blend into your existing
When you understand the sales prospect:
||You will recognise what type of behaviour from yourself
as the salesperson, will best resonate with the prospect
in order to make the sale.
What is the Theory
behind Behavioural Profiles?
This is not a new idea. Around 460BC Hippocrates, a Greek physician
known as the Father of Medicine recognised in his patients that
there were 4 different personalities which he related to one of
4 types of body fluid.
Phlegm: Phlegmatic people were observed to be sluggish
or apathetic; calm to the point of being dull.
Yellow bile: The Choleric people were often
irritable or angry.
Black bile: Melancholic people were noticeably gloomy
and often depressed
Blood: The Sanguine person, always cheerful
Later, in 1921 Carl Jung developed the idea of distinct types
further, which he displayed as 4 quadrants of a circle replacing
the earlier names with thinkers, feelers, intuitives and sensors.
Each quadrant was further divided into 2 giving 8 types of behaviour.
Dr William Marston was also conducting research based on his
studies of ‘normal behaviour’ rather than the ‘abnormal’ psychology
being studied at the time. In 1921 he renamed the 4 quadrants, Dominance,
Influence, Steadiness and Compliance which has the acronym D.I.S.C.
and is the system we use.
Personal profiles are an ideal tool that help individuals, teams
and recruiters understand themselves
Which of these 4 main types of behaviour is most like you?
D is for Dominance, the Driver.
These people are direct, forceful, and results oriented people.
They love new challenges.
I is for Influence, the Communicator.
They want to be everybody’s friend. They tend to be optimistic,
energetic and outgoing. They are generally talkative and work well
S is for Steadiness, the Planner.
Patient and relaxed, they’re content to hang back in the crowd
and look for direction from others. An excellent choice as an administrator
C is for Compliance, the Analyst
They like rules and policies. High “C” people tend to be very
detail oriented and accurate. They are a great choice for a bookkeeper
It is important to remember that we are a mixture of all the
elements of the 4 styles and this mix changes during our lives according
to our circumstances and our needs.
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