The Hidden Advantage of Top Sales Teams
Your salesperson picks up the phone. Gives their best pitch. And still, nothing.
It wasn’t the product. It wasn’t the price. It was the way they communicated. The person on the other end of that call needed something different, but the sales person didn’t know it.
That’s exactly what the DiSC assessment was built to fix. And it’s changing the way sales teams sell, connect, and close.
What Is the DiSC Assessment?
The DiSC is a research-backed personality profile that looks at four behavior styles: Dominance (D), Influence (i), Steadiness (S), and Conscientiousness (C). It’s not a quiz that puts you in a box. It’s a mirror that shows you how you naturally think, communicate, and make decisions, naturally it affects everyone around you.
First, You Learn About Yourself
Before you can read someone else, you have to understand yourself.
The DiSC profile starts by showing each salesperson their natural communication style, how they prefer to give information, how they prefer to receive it, and what tends to stress them out or shut them down.
For example:
- A Dominance-style seller moves fast, gets to the point, and loves a challenge. They may come across as too pushy without knowing it.
- An Influence-style seller is enthusiastic and builds rapport quickly. They may struggle with follow-through or getting too off topic.
- A Steadiness-style seller is patient, loyal, and trustworthy. They may avoid conflict and move too slowly in the close.
- A Conscientiousness-style seller is detail-oriented and precise. They may overload the customer with data when a simple answer would do.
None of these styles are better than the others. But knowing your style and its blind spots is the first step to becoming more effective.
Then, You Learn How Your Team Works Together
Sales isn’t solo work. Your team has to communicate with each other every day in meetings, on Microsoft Teams, during coaching calls, and during team huddles.
The DiSC assessment gives you a shared language. When everyone on the team knows their style, they stop taking things personally. The fast-paced D-style rep stops frustrating the detail-focused C-style manager. The enthusiastic I-style seller starts understanding why their S-style teammate needs more time before making a decision.
This shared language reduces friction. It builds trust. And it makes your whole team stronger but together. Group reports are available that map the entire team on the DiSC circle, so you can actually see where your team clusters, where the gaps are, and how to communicate better across style differences.
The Real Power: Reading Your Customer in Real Time
Here’s where DiSC profiles gets really powerful.
Once you know your own style, the assessment teaches you how to recognize the DiSC buying style of the person on the other end of the phone, across the table, within the first few minutes of a conversation.
Think about it. Some buyers want you to get to the bottom line fast. Others need to build a relationship before they’ll trust you with their business. Some want all the facts and data you can give them. Others are scared of making the wrong decision and need reassurance.
The DiSC Sales profile gives you a framework to pick up on those signals quickly, through the questions they ask, the pace they speak, the things they care about, and then adapt your approach on the spot.
That’s what separates average salespeople from great ones.
What Happens Without a Debrief
Here’s something most people don’t talk about, the assessment alone isn’t enough.
You can hand every person on the team a 25-page report and tell them to read it. Some will. Most won’t. And even the ones who do read it may not know what to do with it.
A DiSC debrief, led by an expert, is what turns data into action. It’s the difference between knowing your DiSC style and actually using it. A skilled facilitator helps your team:
- Process what their results really mean in the context of their role
- Have honest conversations about team dynamics
- Build an action plan for how to communicate and sell differently
- Practice adapting their style in real scenarios
Without that, the report sits in a drawer. With it, your team walks away with real tools they can use on Monday morning.
Ready to Sell Even More?
If you’re serious about transforming your sales team, not just giving them another training they’ll forget, it’s time to talk to Meridian.
Meridian specializes in facilitating DiSC assessments and delivering expert debriefs that stick. We don’t just hand your team a report. We sit with you, unpack the results, and help your salespeople actually apply what they’ve learned to the way they sell.
Whether you have a small or large team, we’ll make sure the DiSC experience is actionable. It becomes part of how your team communicates, coaches, and connects with each other and with every customer they call.
DiSC® and Everything DiSC® are registered trademarks of John Wiley & Sons, Inc. or its affiliated companies.
Meridian Associates is not affiliated with or endorsed by John Wiley & Sons, Inc.
