Part 1: The Driver

In 1981 David W. Merrill and Roger H. Reid published a book, on social style and identified four personality types: The Driver, The Analytical, The Expressive and The Amiable. The book, Personal Styles & Effective Performance, has become the handbook for many HR departments at thousands of companies for over 3 decades. Their theory is a simple one: “All people exhibit patterns of behavior that can be identified and responded to, and if we can describe and adjust to these behaviors, we can achieve more satisfactory relationships.” (Reid & Merril, Personal Styles & Effective Performance Pages 1-2).

We cannot change the way people behave or react. As I stated in an earlier post, your audience listens with different filters and watches you ready to judge or form an opinion. This is simply out of our control and we have to accept this. But, as Reid and Merrill say, “If we can control what we say and do to make others more comfortable, we can realistically expect our relationships to be more positive, or effective ones.” (page 2). In the end, how your audience reacts to you, is in your control.

To keep this manageable I have broken this down into four posts - obviously - to give you some fuel for thought, how each personality acts, views themselves, their primary need, strengths and weaknesses.

Let's begin with The Driver:

The Driver is often the decision maker, the boss, the one in charge. If they are not, the sure think they are. Like the Analytical the Driver doesn’t make a lot of eye contact. But unlike the Analytical, the Driver is not necessarily paying attention. The Driver is thinking about what he or she is going to say next – they are mentally working on their reply to your presentation. He or she will interrupt you, summarize your thoughts and eventually control the conversation.

Primary Need: Results

Strengths:

• Separates emotions from decision making
• Focuses on change
• Goal Oriented
• Handles “fire drills” with ease

Weaknesses:

• Thrives on debate
• Intolerant of mistakes
• Manipulative
• A bit of a temper

Noticeable Physical Traits:

• Loud voice; uses tone to make a point
• Tends to lean forward – elbows on the table
• Firm handshake
• Talks fast
• Makes statements rather than asking questions

When Dealing With A Driver:

Do’s:

• Focus on the present. The past was yesterday. “What are you going to do for me today?”
• Be brief. The Driver is impatient. In fact they are anxiously awaiting to interrupt you and take over. Get your points out fast and watch out!
• Just like focusing on the present, the Driver wants short-term results. How will your ideas install change in the coming weeks and months? The long-term future is not as important.
• Give options. The Driver wants a menu to choose from. You can’t give jus tone answer or one solution or one idea. They need multiple options to choose from and in the end it will be their decision.
• Let the feel they are in control. It may be your presentation; and it may be your ideas, but when a Driver is in the room you have to respect their need to lead and let them take charge, when appropriate.

Don’t’s:

• Don’t focus on the future. If your presentation is about where the company will be in a year, you are going to lose their focus. The here and now is what is important.
• Don’t give a Driver too much information. Remember, the Driver is thinking about his or her response and when he or she is going to interrupt you. Too much information will overwhelm his or her thinking process and it will simply go unnoticed.
• Don’t be ambiguous. You have to be clear and concise with a Driver. Not having all your ducks in a row or answers at your fingertips will agitate them.
• Don’t get personal. The Driver views your presentation as a business meeting. There is no time for idle chit-chat or interest in what you did over the weekend. Get in and get out!
• Don’t back down. While the Driver likes to interrupt and take charge, they want to challenge you and debate with you. They value people like them; people who stand behind their ideas. If you kowtow to a Driver you will lose their attention and their respect.

Photo Credit: Giulio Magnifico