D.I.S.C. is a four quadrant Behavioral Model developed in 1928 by William Mouton Marston PhD. During his research on human physiology he observed that people responded in predictable ways that could be grouped into four primary Dimensions of Behavior:


Everyone is a combination of all four dimensions but what differs from one individual to another is the Intensity of each factor that determines their unique behavioral design or “Style”. Although each individual is a combination of all four factors, there is one that is their PRIMARY DIMENSION OF BEHAVIOR and is the most natural and comfortable for them .


A person’s “Style” determines the way they THINK, FEEL & ACT. Understanding your “Style” explains why you don’t like performing certain tasks and excel at others, why you enjoy the company of some people and find it difficult to relate to others. Your “style” dictates your communication preferences, the environment you need to be successful, the value you bring to the team, the way you make decisions, solve problems and like to be treated.


The most successful people are those who KNOW THEMSELVES, understand and appreciate others, recognize the demands of a situation and can adapt strategies to meet those needs.


Today the D.I.S.C. Model is used worldwide for organizational development and performance improvement in a variety of applications: From sales training to team building, hiring and succession planning to Personal Development Plans. It is used to improve communication, ease frustration and conflict and develop leaders.

The DISC model has become known as the Universal Language enabling individuals of any culture to establish a common ground with others of different styles. It gives employees a way of discussing differences without attacking each other.

THE DISC DICTIONARY – How to read people

“D” is for Dominance – Direct and Decisive – The “D” is Extroverted –Task oriented. Strong willed, likes and accepts challenges and getting results

“I” is for Influence – Optimistic and Outgoing- The “I” is Extroverted – People oriented, likes interacting with people, sharing ideas and energizing others.

S” is for Steadiness – Sympathetic and Cooperative – The “S” is Introverted – People oriented,  likes supporting others and working behind the scenes. They are steady, patient and good listeners.

“C” is for Conscientious – Concerned and Analytical – The “C” is  Introverted- Task oriented, a stickler for detail and quality.  They like planning ahead and systematic approaches.



And Thank Goodness! An organization needs the strengths of all the styles as they are interdependent on each other for organizational success. Whether it be the Executive management team, the cross functional team or the sales team, each “Style” brings Strengths that can complement another’s style. TOGETHER THEY SUCCEED.


  • Reduce Turnover by matching job candidates strengths with the strengths required for the job.
  • Increase sales by Adapting to the customer’s Style”
  • Improve communication and build sound employee-manager relationships.
  • Increase Utilization by reducing Conflict and non productive dialogue.

The key to successful talent management and personal growth is knowledge of each person’s unique behavioral style. With this knowledge, people can be effectively coached by maximizing strengths to achieve the organization’s goals.


Since the days of Marston there have been many derivatives of the DISC model. Infocus Training has partnered – up with two of the leading providers of DISC PROFILES on the market today. For Job Benchmarking and most seminars and workshops we recommend the TTI’s Success Insights version . For certain Sales Training applications we use the DiSC™ by Inscape.



TTI’s Success Insights: Management- Staff version

The DiSC ™ by Inscape Publishing Customer Mapping version

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