The last several Mondays I’ve shared with you some ways to strategically build a team by understanding the personalities of your current team members, as well as types of personalities to look for when hiring new team members.
You have learned about the NORTH’s, SOUTH’s, and EAST’s. (If you’ve missed any of these blog posts, please check them out) Last, but not least is the WEST type of personality. WEST’s are the logical numbers people. Every team needs at least one WEST!
West: The Analyst
Uses data to make decisions
Examines needs of others
Emotion is not part of the decision-making process for a WEST, so you have to learn how to logically explain something you’re passionate about to a WEST.
Following are the best ways to work with a West:
Allow plenty of time for decision-making
A WEST would prefer to have time to deliberate on important decisions. This is not to say that WEST’s can’t make snap decisions, however they prefer to look at the important issues from all sides. Decisions are often calculated, thought out and supported by facts, as opposed to a “gut-feeling”.
Provide data—facts and figures that are credible
Facts and figures, aka “the data”, help a WEST to make a decision. When trying to convince a WEST to try your suggestion, use facts and figures from a similar project to support your idea, or use data to show why the current plan isn’t working.
Example, don’t say “we need to change our marketing because our clients aren’t feeling happy.” Instead, try something like “our latest customer satisfaction survey shows a X% number of negative responses to our newest marketing campaign. This is a significant increase from our last marketing campaign.”
Don’t be put off by critical “no” statements
Don’t be discouraged if a WEST says “no”. Often a WEST will be inclined to say “no” when insufficient facts have been presented to support a comprehensive decision. If at first you don’t succeed in convincing a WEST to your point of view, go back and get additional supporting material or information (the data) and try again.
Minimize the expression of emotion—use logic
(Think of Mr. Spock from the original Star Trek series.) WEST’s are very often analytical in nature. Your stereotypical WEST professions include: engineers, accountants, analysts, etc. All of these professions place a higher value on “the facts” over “the feelings”. This isn’t to say that WEST’s are devoid of emotion, however most WEST’s are ruled by their head, not their heart.
Appeal to tradition, history and correct procedures
If you want to change or revamp a process or procedure, be sure to show the WEST how tradition, history or correct processes need to be revised. If you want to reinforce a viewpoint, show how it is supported by traditions & history.
(This WEST point of view was brought to you courtesy of my WEST friend, Eric. Thanks Eric!)
How many of you WEST’s want to chime in here with any facts or logical conclusions to todays post? Are there any WEST’s following this blog? Or are leadership principles not “logical” enough for your liking?