What You Need to Know The sales profession is rife with psychometric models that profess to identify and measure various personality traits supposedly advantageous to success in sales. Many of the most popular fall short of their claims. This research note delves deeply into two experiments testing fundamental hypotheses implicit in DiSC, one such personality test. What Is DiSC? In case you are unfamiliar with the DiSC assessment tool, here is a brief description: “DiSC is a personal assessment tool used by more than one million people every year to help improve teamwork, communication, and productivity in the workplace.” The DiSC acronym stands for: Dominance, Influence, Steadiness, Compliance. Disproving the Utility of DiSC Regarding sales skills, DiSC purports to aid sales professionals by helping them […]