How the DISC assessment tool builds and develops relationships for sales professionals

Literature has shifted over the writer's past 40-plus-year career to view emotions as an acceptable topic in the workplace. This evolutionary shift is demonstrated through a market replete with books, social media, podcasts and workshops on the topic of emotions. This chapter endeavours to connect implications of this evolutionary shift to the work of sales professionals. Its content is drawn from an ethnographic study that examined the benefits of DISC, a behavioural styles assessment, used in the workplace. The impact on team effectiveness and relationships was demonstrated. This chapter may assist sales professionals in identifying methods for developing the skills necessary to work effectively with emotions.