Let’s explore how the FinxS Team Report helped uncover the root causes of poor performance within a long-standing sales team. The team had begun facing significant challenges, largely driven by a downturn in demand and increased competition. When sales are strong, it is easy for weaknesses to go unnoticed. However, when sales become harder to achieve, gaps widen and underlying issues become more visible.
As part of this review, it is useful to recognise that the FinxS Online Assessment System includes built-in validity checks. It will not produce unreliable reports, and it also assesses consistency of responses, making it possible to identify reports that may be suspect.
The company involved had an excellent reputation, built over forty years, and had previously weathered many difficult cycles. However, during this period of increased pressure, an important pattern emerged.
A Team Built in the CEO’s Image
As we have seen in many other cases, the behavioural styles of the sales team closely matched that of the CEO. The CEO had been responsible for hiring the team, and because he was an experienced and successful salesperson, he tended to select people who resembled his own style.
This is not uncommon, but when market conditions become difficult, it places enormous pressure on individuals whose natural behavioural tendencies may not be suited to aggressive or highly proactive selling environments. Stress soon follows, and stress significantly affects performance.
Despite knowing his team well, the CEO could not understand why they had become dysfunctional. Some team members had been with him for decades, yet weekly meetings were no longer productive. They often devolved into unhelpful discussions and finger-pointing, making it hard to determine where the performance issues truly lay.
Recognising that something needed to change, the CEO contacted an HR professional for help.
Uncovering the Real Issues
The consultant began by obtaining a FinxS Behavioural Report from each member of the sales team. Immediately, the similarity in styles became clear. This provided the first major clue to understanding the problem.
The consultant then produced a FinxS Team Report, including the Arrow Map (shown opposite). This map visually clarified the behavioural dynamics within the team.
The key questions the consultant examined were:
- Do the team members have similar behavioural styles?
- Are the arrows in the same direction?
- What is each team member’s role?
- Does their behavioural style match the demands of that role?
The Arrow Map provided clear answers.
Most team members had similar behavioural styles, falling into the S and C segments. Only one was in the DI segment. The CEO himself had an SIC style. Because he did not understand behavioural analysis, he had hired people similar to himself.
The arrows on the map all pointed in the same direction, showing that team members felt a significant need to adjust their behaviour to perform in the role. This meant they were often working outside their natural comfort zone, leading to stress, pressure, and frustration.
Selling in a declining market requires proactive, energetic behaviours often associated with I and D styles. For a natural S or C, this creates internal conflict. It becomes difficult to “get out and sell.” When customers were walking onto the yard, there was little pressure and the team performed well. But when proactive selling became necessary, the behavioural mismatch became a major barrier.
Outcome
Once the consultant explained the findings to the team, three team members chose to resign after recognising the mismatch between their behavioural style and the demands of the role. The CEO reluctantly had to dismiss two others for continued poor performance.
The company now uses FinxS Behavioural Reports for every recruitment decision. The five departing team members were replaced with salespeople whose behavioural styles fell into the ID or DI segments.
The result? Sales improved dramatically, stress levels dropped, and the CEO became a strong advocate for Extended DISC® methodology and the FinxS Online Platform.
Want to Fix Performance Issues in Your Sales Team?
Use FinxS Behavioural Reports to reveal the real causes behind stress, poor results, and team dysfunction, and start building a high-performing sales force.
