There are four personality types or social styles – Analyticals, Drivers, Expressives and Amiables – that have a presence in the boardroom of institutions. All four have their own unique approach to business, issues, solutions, and their own language and thought processes etc. Over the years, skillful business and sales professionals have become adept at recognizing which personality they are dealing with and predicting how each personality type is likely to respond to a situation, adapting their approach and communication style accordingly.

In every boardroom, we will always find three of the four personality types, occasionally, all four. With many documented situations over time it has discovered which personality is likely to fill which position on the board.

Perhaps in looking ahead at important political races we can apply what we’ve learned about personalities in a boardroom to candidates running for political seats to gain insight as to how each candidate is likely to react and vote on an important issue. In light of what we’ve just witnessed with the recent illegitimate passing of Obamacare with so many representatives caving under pressure and weakness for bribery deals, gaining insight through this kind of filter could be useful in deciding who is the best and strongest candidate able to stand firm on Conservative Principle.   

The Driver:

Drivers are action and goal oriented, need to see results and have a quick reaction time. They are decisive, independent, disciplined, practical and efficient. They typically use facts and data, speak and act quickly, lean forward, point and make direct eye contact. Their body posture is often rigid and they have controlled facial expressions.

They rarely want to waste time on personal talk or preliminaries and can be perceived by other styles as dominating or harsh and severe in pursuit of a goal. They are comfortable in positions of power and control and they have businesslike offices with certificates and commendations on the wall. In times of stress, drivers may become autocratic.  On the wrong team can you say Nancy Pelosi?

The Analytical:

Analyticals are concerned with being organized, having all the facts and being careful before taking action. Their need is to be accurate, to be right. precise, orderly, methodical and conform to standard operating procedures, organizational rules and historical ways of doing things. They typically have a slow reaction time and work more slowly and carefully than Drivers. They are perceived as serious, industrious, persistent, and exacting.

Usually, they are task oriented, use facts and data, tend to speak slowly. lean back and use their hands frequently. They do not make direct eye contact and control their facial expressions. Others may see them as stuffy, indecisive, critical, picky and moralistic. They are comfortable in positions in which they can check facts and figures and be sure they are right. They have neat, well organised offices and in times of stress, Analyticals tend to avoid conflict.

The Expressive:

Expressives enjoy involvement, excitement, and interpersonal action. They are sociable, stimulating, enthusiastic and are good at involving and motivating others. They are also ideas oriented. have little concern for routine, are future oriented and usually they have a quick reaction time. They need to be accepted by others, tend to be spontaneous, outgoing, energetic, friendly and focused on people rather than on tasks. Typically, they use opinions and stories rather than facts and data. They speak and act quickly; vary vocal inflection, lean forward, point and make direct eye contact. They can make statements off the cuff without thinking through what the consequences of such statements. Joe Biden?

They use their hands when talking; have a relaxed body posture and an animated expression. Their feelings often show in their faces and they are perceived by others as excitable, impulsive, undisciplined, dramatic, manipulative, ambitious, overly reactive and egotistical. They usually have disorganized offices and may have leisure equipment like golf clubs or tennis racquets. Under stressful conditions, Expressives tend to resort to personal attack.

And Finally – The Amiable:

Amiables need co-operation, personal security and acceptance. They are uncomfortable with and will avoid conflict at all costs. They value personal relationships, helping others and being liked. Some Amiables will sacrifice their own desires to win approval from others. They prefer to work with other people in a team effort, rather than individually and they have an unhurried reaction time and little concern with effecting change. Typically, they are friendly, supportive, respectful, willing, dependable and agreeable. They are also people-oriented.

They use opinions rather than facts and data, speak slowly and softly, use more vocal inflection than Drivers or Analyticals. They lean back while talking and do not make direct eye contact; they also have a casual posture and an animated expression. They are perceived by other styles as conforming, unsure, pliable, dependent and awkward. They have homely offices – family photographs, plants etc. An Amiable’s reaction to stress is to comply with others. Bart Stupak?

Most people’s first reaction after reading the four profiles is to believe that they fit into more than one category and this is absolutely right. However, everyone has a dominant style and no-one should believe that they fit into more than two:

The Social Styles Model:

Take a look at the illustration. Note where each style is placed, because this is important. The personality, one finds most difficult to relate to naturally, is one’s diagonal opposites on the matrix. So it is useful to study the characteristics of one’s diagonally opposite Social Style.

The majority of professional salespeople are Expressives; so clearly, they are going to find it most difficult to relate to and communicate with, Analyticals. That is a challenge in itself, because there will always be at least one Analytical within the formal setting!

What is even more interesting, is that Top 5% achievers are Drivers! So you see, they have no difficulty getting onto the same wavelength as Analyticals, because they are side by side and of course they have total synergy with other Drivers, plus, they relate well to Expressives. But, they have little in common with Amiables. Why is that so significant? Well, quite simply, the Social Style that you are least likely to find in a boardroom is…….. yes, it’s an Amiable.

Here are what various residents of the boardroom typically have…

Managing Directors are typically Drivers, as you might expect.

Finance Directorsare usually Analyticals

Sales Directorsare nearly always Expressives

Marketing Directorsare also Expressives

Technical Directorsare almost always Analyticals

In Sales  Top 5% Achievers, are normally Drivers

So, putting our political candidates through this filter, what are we looking for? First of all certainly not an Amiable…

We are probably looking for a mature minded candidate who first of all is a Driver but who is Mature in Conservative Principle and Experience and at the same time understands Analytical Criteria and can Communicate as an Expressive, having a Dynamic Personality. Ronald Reagan comes to mind here.