Selling With Emotional Intelligence : 5 Skills For Building Stronger Client Relationships

Leading Role

Your leading role is the most reliable predictor of how you will act and react
on a daily basis. Your leading role can also be described as the comfort zone
for your personality.
If you are performing work or fulfilling roles that are congruent with
your leading role, you feel minimal stress. The opposite is also true, how-
ever. If your work requires tasks and playing roles that are not congruent
with your leading role, you will feel higher levels of work-related stress.
An example would be the person with a leading role of Analyzer being
in a position that required snap decisions. Another example would be
someone with a leading role of Enterpriser who has to deal with detailed
paperwork or slow and bureaucratic processes.

Moving from Me to We 17

TEAM TEAM

T EAM T EAM

T EAM T EAM

Common Personality

Patterns

Uncommon Personality

Patterns

FIGURE 2.4Sample Personality Patterns