The Chameleon Sales Representative Red/ Driver

Focus On: objectives Spend Time: efficiency Provide: choices Time Frame: now Orientation: short term results

Yellow/ Expressive
Focus On: dreams Spend Time: listening Provide: incentives Time Frame: future Orientation: image

Major Question: what?

Under Pressure: autocratic

Major Question: who?

Under Pressure: manipulates

Green/ Analytical
Focus On: principles Spend Time: accuracy Provide: evidence/research/proof Time Frame: past/prior performance

Blue/ Amiable
Focus On: relationships Spend Time: personal aspects Provide: stroking/assurance Time Frame: present

Orientation: thinking
Major Question: how? Under Pressure: withdraws

Orientation: emotional
Major Question: why? Under Pressure: retreat or go with the flow

Adapted from D.I.S.C and Myers Briggs personality assessments