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Eureka: Leadership and personality types Eureka: Leadership and personality types
by Jay Gutman
2017-12-01 10:16:57
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As I discussed before, there are three main personality types, which include emotional types who are run by emotions, factual types who are run by facts and narrative types who are run by stories. Let's look at each personality type and how they cope with the different segments of an organization.

First, regarding human resources. Emotional-type leaders are people who are run by their emotions. They tend to hire based on emotions and fire based on emotions. If they see an emotional need for a spot to be filled they will fill the spot. They will hire people they have strong emotional connections to and will analyze potential recruits based on emotions. They lead their teams based on emotions, that is they can either be harsh and critical with their team or proud of their team. Emotional outbursts are common, and a lot of the changes in the team have to do with the emotional state of the leader.

leader01_400Fact-type personalities tend to hire and fire based on facts, and tend to lead their team based on facts. To them there are no strong team members and no weak team members. There are team members. They are the kind who will hire based on qualitative or quantitative facts and will tend to overlook anyone who does not fit into their pre-established model for hiring. They will run the team based on facts including sales performance and work performance and will tend to establish grades for over or under performing workers. They tend not to understand emotional friction or external factors related to a team's performance and will tend to have little empathy with a teams inability to perform a task. To them only results count, and if there are no results they will change team members. Fact-type personalities also tend to highly value past achievements and may take those into account rather than the present performance of team members.

People with narrative-type personalities are people who like to have a story behind every team member. They will try to know every team member's name and their backstory, as well as the story behind their current job position. Feedback is important to them and they will change team members based on the feedback they are getting. They tend to value story telling and will hire people with interesting stories, and will want to hear the full story before firing people. They are also the kinds who will put emphasis on story telling and who may publish their staff's biographies or try to put forward their staff's stories.

In sales terms, emotional-type people will value emotion-based sales. They will have positive or negative emotions with certain clients and will deal positively or negatively with certain clients. They may favor clients with certain personality attributes, and may get irritated by clients with other personality attributes. Emotion-type personalities tend to discriminate clients and can refuse to deal with certain clients.

Fact-type personalities will value numbers above all and will focus on how what the volume of sales is. The higher the volume the better. Fact-type personalities tend not to look at external factors and at the reasoning behind sales, to them a client is a client. To fact-type personalities sales is merely a financial transaction that involves little human contact, as they tend to avoid human contact as much as they can.
With narrative-type personalities every sales transaction tends to have a story behind it. Narrative types will try to sell by telling stories, usually good and relevant ones. If you ask the emotional-type to tell a story they might tell a story filled with emotions and will appeal to your emotions, including ranking and sales numbers. The fact-type will either plagiarize or script entirely their story. The narrative type will tend to try to include past, present and future trends and will tend to come up with an original story. To the narrative type each sales transaction is an original sales transaction.

When there are problems at the organization, emotional-type leaders will tend to take drastic action, which can include getting rid of the entire team or restructuring at will. In times of difficulties, the factual type will tend to burry their head in the sand and will tend to avoid discussing problems, and will try to go back to the old ways, including re-hiring people who used to benefit the team. In times of difficulty, the narrative-type will tend to analyze the situation and try to come up with the story behind the difficulties, and will try to fix them by identifying what went wrong by getting detailed reports.

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