As a sales leader, you understand the importance of making the right hires for your team. A poor hire can lead to wasted resources, lost revenue, and increased stress for everyone involved. To avoid these pitfalls, it’s crucial to have a systematic approach to hiring that goes beyond gut instinct. One powerful tool that can help you make more informed decisions is the DISC behavioral assessment.

DISC is a personality assessment system developed by psychologists William Moulton Marston and Walter Clarke. It categorizes individuals based on four distinct communication styles: Dominant (D), Influencer (I), Steady Relator (S), and Compliant (C). These styles provide insights into how individuals interact, communicate, and approach their work.

Dominant (D)

Dominant individuals are assertive, action-oriented, and thrive on taking charge of situations. They are comfortable with being in control and may feel uneasy when they are not. Their direct and decisive nature makes them natural leaders.

Influencer (I)

Influencers are outgoing, sociable, and charismatic. They excel in building relationships and enjoy interacting with others. While they may not be as assertive as Dominant individuals, they are often team players who prioritize collaboration.

Steady Relator (S)

Steady Relators are patient, amiable, and value harmony in their relationships. They are excellent listeners and are skilled at avoiding conflicts. They prefer consistency and may be cautious and deliberate in their decision-making.

Compliant (C)

Compliant individuals are detail-oriented perfectionists who value accuracy and precision. They are meticulous in their work and follow rules and procedures diligently. Their analytical nature makes them excellent problem-solvers.

Leveraging DISC in the Hiring Process

Now that we have a basic understanding of DISC, let’s explore how it can revolutionize your hiring process. By incorporating DISC assessments, you can create a more systematic and effective approach to identifying the right candidates for your sales team.

Customized Interview Questions

DISC assessments enable you to tailor your interview questions to each candidate’s communication style. This approach helps you gain deeper insights into their strengths, weaknesses, and level of self-awareness. By asking questions that align with a candidate’s DISC profile, you can gauge their suitability for the role and their ability to adapt their behavior to maximize their potential.

For example, if you are interviewing a candidate with a dominant communication style, you may ask them to describe a time when they faced a conflict situation and how they handled it. Their response will give you valuable insights into their assertiveness, problem-solving skills, and ability to navigate challenges.

Uncovering Self-Awareness

One of the key benefits of DISC assessments is their ability to reveal a candidate’s level of self-awareness. Candidates who possess self-awareness are more likely to recognize and address their own strengths and weaknesses. This trait is especially important for sales professionals who need to adapt their communication style to connect with prospects and clients effectively.

During the interview process, candidates with high self-awareness will be able to articulate their communication preferences, acknowledge areas for improvement, and demonstrate a willingness to learn and grow. This self-reflection is a strong indicator of their potential for success in a sales role.

Identifying Cultural Fit

Cultural fit is a crucial aspect of hiring, especially for sales teams. DISC assessments can provide valuable insights into how well a candidate will integrate into your organization’s culture. For example, if you prioritize collaboration and teamwork, you can use DISC-guided questioning to assess a candidate’s ability to work effectively in a team environment.

By asking questions that probe a candidate’s preferred communication style, their approach to teamwork, and their adaptability, you can evaluate their alignment with your team’s values and dynamics. This alignment is essential for creating a cohesive and high-performing sales team.

Leveraging Strengths and Addressing Weaknesses

DISC assessments not only help you identify a candidate’s weaknesses but also highlight their strengths. By understanding these strengths, you can leverage them to create a more effective and productive team.

For instance, a candidate with a dominant communication style may excel at taking charge and driving results. By assigning them leadership roles or projects that require assertiveness, you can capitalize on their strengths and maximize their impact.

On the other hand, candidates with different communication styles, such as influencers or steady relators, may bring unique strengths to your team, such as relationship-building or conflict resolution abilities. By recognizing and harnessing these strengths, you can create a well-rounded and high-performing sales force.

Implementing DISC Assessments in Your Hiring Process

Incorporating DISC assessments into your hiring process may seem time-consuming, but the benefits far outweigh the initial investment. Here are some steps to help you implement DISC assessments effectively:

Step 1: Choose a Reliable DISC Assessment Tool

There are various DISC assessment tools available in the market. It’s essential to select a reputable and scientifically validated tool that provides accurate results. Look for assessments that offer comprehensive reports and insights into the candidate’s communication style, strengths, and areas for development.

Step 2: Administer DISC Assessments to Candidates

Once you have selected a DISC assessment tool, administer the assessment to shortlisted candidates. Ensure that the candidates understand the purpose of the assessment and provide them with clear instructions for completing it. Emphasize that the assessment is not a test but a tool to help both parties evaluate the fit for the role.

Step 3: Analyze DISC Profiles and Prepare Interview Questions

Review the DISC profiles of the candidates and analyze their strengths, weaknesses, and communication preferences. Based on this analysis, tailor your interview questions to probe specific areas related to their DISC profile. This approach will help you gain deeper insights into their suitability for the role and their potential for success.

Step 4: Conduct DISC-Guided Interviews

During the interviews, ask questions that align with the candidate’s DISC profile. Use their responses to evaluate their self-awareness, adaptability, and cultural fit. Ensure that you maintain a fair and unbiased approach by considering all candidates’ qualifications, experiences, and DISC profiles.

Step 5: Evaluate and Compare Candidates

After conducting the DISC-guided interviews, evaluate and compare the candidates based on their DISC profiles, interview responses, and overall fit for the role. Consider how their communication style aligns with the requirements of the position and the dynamics of your sales team.

Step 6: Make an Informed Hiring Decision

Utilize the insights gained from the DISC assessments and interviews to make an informed hiring decision. Consider both the candidate’s DISC profile and their qualifications, experience, and cultural fit. By combining all these factors, you can select the candidate who is most likely to thrive in the role and contribute to your team’s success.


Incorporating DISC assessments into your hiring process can be a game-changer for sales leaders. By leveraging this powerful tool, you can create a more systematic, insightful, and effective approach to hiring sales professionals. DISC assessments enable you to tailor your interview questions, uncover self-awareness, identify cultural fit, and leverage strengths while addressing weaknesses.

Investing time and effort in implementing DISC assessments will lead to better hiring decisions, reduced turnover, and a stronger, more cohesive sales team. Embrace the power of DISC and revolutionize your hiring process to drive sales success.