One of your co-workers gets so much work done in a day it makes your head spin, but she tends to steamroll over everyone in the process.
Another co-worker is great with details and never misses a trick, but he tends to over-analyze everything and takes forever to make a simple decision.
One of your other co-workers is a nice person and a great listener and teammate. But by trying to please everyone, she fails to please anyone.
Yet another is always enthusiastic, fun to work with, and has a million ideas. Too bad he’s all over the place and never seems to follow up, follow through, or finish anything.
In their classic “Social Styles” model, Robert and Dorothy Bolton labeled the four personality types mentioned above as: Driver, Analytical, Amiable, and Expressive. Of these four types of co-worker, which person would you most prefer to work with and why? Which one drives you insane? And, perhaps most importantly, which type of co-worker are YOU?
1. Driver
“Let’s go! Let’s get the job done right now!” She is direct, decisive, and determined. She loves a challenge, is willing to take risks, works at a fast pace, and is all about getting results. However, the Driver can also be seen as impatient, insensitive, dictatorial, and domineering. You want Drivers on your team because they don’t stop til the work is done, but you better be ready to get out of their way.
2. Analytical
“Let’s get the job done — but let’s get it done right!” He is precise, logical, careful, and methodical. Slow and steady wins the race, and nothing slips through the cracks. The Analytical dots every i, crosses every t, and plays by the rules. But by striving for perfection, his “over-analysis paralysis” can hold projects up and drive everyone nuts.
3. Amiable
“Let’s get the job done, but let’s focus on the people!” She is warm, approachable, friendly, inclusive, and a team player. The Amiable genuinely cares about others, doesn’t want to hurt anyone’s feelings, and seeks to make people happy. While focusing on people and relationships, however, she can lose sight of the task at hand and fail to get things done in a timely manner. When the Amiable asks, “How was your weekend?” they’re not just being polite – they actually want to know.
4. Expressive
“Let’s get this done! We can do it!” He is energized and energizing, a big-picture thinker, optimistic, visionary, cheerleader, and juggler of numerous things at once. But in his enthusiasm, the Expressive may sometime lose sight of reality. Since he tries to do too much at once, the Expressive often has trouble focusing and is all over the map. He’s excited about the journey, but rarely reaches the destination (though he has a good time along the way).
We all possess aspects of each of the four styles, but we tend to gravitate toward one or two of them. My primary style is Analytical – I love to read, write, study issues, design solutions, and solve problems. But as a person who runs his own business, I also need to be proactive and decisive — a Driver.
Of course, each style has its relative advantages and disadvantages. As an Analytical-Driver, I tend to focus on the facts and getting results in the most efficient and effective way possible. In the process, I may overlook people and relationships. But since I’m aware of this, I’m able to modify my behavior accordingly. Sometimes.
Making it Work
Self-awareness is critical, but it’s only part of the equation. To truly connect with and influence your co-workers, start by identifying their individual styles. Then adjust your behavior accordingly. So, when dealing with a:
- Driver: Cut the small talk, pick up the pace, and get right down to business.
- Analytical: Make sure you did your homework. Prove that you know your stuff, and be prepared to defend your position.
- Amiable: Find common ground. Connect with them on a personal level and build trust.
- Expressive: Demonstrate your enthusiasm. Pump up your energy, and get them excited.
Lastly, as you can probably guess, the best teams are composed of a mix of all four styles. Since our natural tendency is to gravitate toward (and to hire) people who are just like us, few teams are so well-balanced. But when Drivers, Analyticals, Amiables, and Expressives work together in a spirit of awareness, openness, understanding, and collaboration, you’ll find that as a “T.E.A.M,” Together Everyone Achieves More.
