As a sales leader, if you’ve ever instantly “clicked” with a prospect — or struggled to create rapport — you’ve experienced the impact of behavioural style in selling. The DISC assessment is one of the most practical tools for improving sales performance because it helps leaders understand how people communicate, decide, and build trust. When your team knows how to recognise and adapt to different DISC profiles, the entire sales process becomes smoother, faster and more effective.
Here are three high-impact DISC strategies every sales leader should prioritise:
1. Learn a New Language with DISC
DISC gives sales leaders a clear framework for understanding behavioural styles — Dominance, Influence, Steadiness and Conscientiousness. Becoming fluent in these “languages” helps you reduce friction, improve internal communication, and create a sales culture where diverse strengths thrive. High-performing teams aren’t built by accident; they’re built by leaders who understand what motivates different people.
2. Improve Sales Communication by Adapting to Style
Top performers tailor their message to match the buyer’s behavioural style. Dominant buyers value brevity and results. Influencers want energy and connection. Steady profiles need reassurance and a steady pace. Conscientious buyers want detail and logic. When your team masters this adaptability, deals progress faster, objections reduce, and trust develops far more quickly.
3. Hire and Build High-Performing Sales Teams with Confidence
DISC assessments reveal an individual’s strengths, blind spots and natural tendencies — invaluable insight when hiring or restructuring a sales team. Sales leaders can place people in roles where they’ll excel, identify development needs early, and build balanced, resilient teams rather than relying on gut feel. In today’s hybrid sales environment, that clarity is a competitive advantage.
If you’d like to strengthen your sales strategy, communication and hiring decisions, download the full DISC whitepaper to explore all five secrets in detail.
If you’d like to find out more about our profiling services, including DISC, visit our page here:
https://go.sandler.com/solutions/assessments/