This article appeared in the August 1999 issue of the INTERTEC/PRIMEDIA publication Ward's Dealer Business.
Management By Strengths (MBS) is a program specifically designed to help
companies increase productivity, improve customer satisfaction and
employee morale, and create better communication through an improved
understanding of how to work together more efficiently.
The skills learned in the MBS program on ASTN enhance team building throughout an organization.
The effectiveness of Management By Strengths
in dealerships leads to improved
productivity, teamwork, gross profits and sales.
MBS starts by analyzing surveys and creating personal profile reports that are color-coded temperament trait charts.
This information can immediately help you identify the best way to deal
with different people, learning how to recognize certain traits within
yourself and in others.
Separating these temperament traits into four different categories helps
people better understand how to interact with each other, which in turn
produces more results and greater understanding.
MBS categorizes temperament trait colors and characteristics are red, green, blue and yellow.
The Red profile indicates a direct personality. Green denotes an
extroverted nature. Blues are paced and Yellow personalities are
The system creates both a greater self-awareness and a better
understanding of others. Through training in the system, communication
becomes more effective.
Each color and trait is associated with a number of characteristics and behaviors.
A direct (red) person focuses on getting results, being in control and
responds well to challenges. They are usually outspoken, analytical and
self-confident and often self-made people. In dealings with them, get
to the point, tie things to results and let them decide.
Someone with the extroversion (green) trait is outgoing and friendly,
likes to interact, talk and discuss, and is persuasive. They like
teamwork and are enthusiastic, as well as being good at all kinds of
selling. Dealings with them should include interaction and discussion.
Those with the paced (blue) temperament appear calm, controlled and
cooperative. They are dependable, good planners and are good listeners,
as well as being able to pace themselves and work in a methodical way.
Calm, relaxed and friendly interaction is most effective with them.
Structured (yellow) personalities tend to focus on being right, are
naturally good at details and great organizers. Some can be
perfectionists or formal and conservative, but are very conscientious,
loyal and quality oriented. They require information before making
decision in any dealings.
The MBS program is not a system for stereotyping, but for recognizing
positive and strong traits in order to deal with people in the way to
which they will respond best. The program allows employers and managers
to capitalize on workers' strengths and learn how to predict a person's
behavior in certain situations.
Beyond the employee/manager and employee/employee benefits, the program is also effective in dealing with customers.
While applicable to any industry or company, automotive dealerships
comprise a large percentage of MBS's clientele. The effectiveness of
Management By Strengths in dealerships leads to improved productivity,
teamwork, gross profits and sales.
Executive Vice President William Musgrave of Hendrick Automotive Group
says "MBS has become a part of our core culture in Hendrick Automotive
Group. We believe very strongly in it and we believe in its product."
The principles learned in the Management By Strengths program provide
tools to improve relationships and work with the differences between
people. Here are some advantages:
the major characteristics and methods are learned, it becomes easy to
focus on improving communication, and thus productivity and profit.
are able to resolve conflicts that are usually rooted in
misunderstanding and teach people how to better support each other.
Improve your interviewing skills so that you hire employees suited to your organization.
losing sales from overselling or underselling, improve closing
techniques and get referrals from every deal … all from recognizing your
customer's decision making style.
Understand the validity of suggestions rather than seeing them as criticisms.
Apply the techniques in your personal life to understand friends and family better, as well as reduce the stress in your life.
Be able to motivate employees instead of creating a stagnant working environment.
Through the MBS program, all of these skills can be learned and put to use, everyday.
Improving our ability to listen leads to quality communication,
which fosters better understanding
The focus of MBS is developing relationships and improving
communication. Relationships must start with listening, because nothing
can be established if no one listens.
Improving our ability to listen leads to quality communication, which
fosters better understanding. Only with understanding can the last and
most important step be reached, trust. Once trust has been established,
the relationship can begin to improve.
MBS recognizes the responsibility of management is to develop its
people. People are the company and productivity, efficiency and
customer satisfaction can only result when people understand their
environment, their working relationships and each other. Management By
Strengths is a tool designed to help companies maximize their most
valuable resource … their people.
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