Learning objectives :

• Identify your own communication style and that of your sales team
• Adjusting your management style in the right way and at the right time to manage effectively and develop your team
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Course :

Session 1: Discovering Your Own Style
This session uses the DISC model to help each manager understand their natural communication style and what that implies in terms of managerial behaviors, biases, and areas for attention when interacting with their sales team. The goal is not to get stuck in a label, but to identify one’s blind spots: areas where one’s own style may lead to misunderstandings or hinder an employee’s development.

Session 2: Learning to Identify Different Styles
Participants learn to identify the communication and collaboration style of each of their sales representatives based on observable behaviors. Participants explore in practical terms what this means for their management approach: what to prioritize, what to expect, and how to provide support differently depending on each individual’s profile.

Session 3: Adapting Your Management Style
Once the styles have been identified, participants learn to adjust their communication without losing their authenticity. They use a guidance grid to tailor their interactions to each profile: what to say, how to say it, and in what order. The practical exercise involves a difficult message, such as a change in the variable system, which must be rephrased for two different profiles so that each employee receives it with as little resistance as possible.