Managing For Results is a one-day course that fully develops the managers’ interpersonal skills beginning with comprehensive lessons on the concepts of SOCIAL STYLE & Versatility and then applies this knowledge using various lessons and exercises.

1. Managing For Results™
AUDIENCE
Managers
ASSESSMENTS
AVAILABLE
Multi-Rater SOCIAL STYLE®
& Enhanced Versatility Profile for
Managers
USE
Comprehensive Interactive Course
that begins with the concept of
SOCIAL STYLE & Versatility and
then teaches its application using a
variety of exercises specific to the
managerial role.
PRODUCT DESCRIPTION
The Managing for Results course begins by teaching the concepts of TRACOM’s
SOCIAL STYLE & Versatility—a proven interpersonal skills model developed 50 years
ago and now used throughout the world to teach people to interact effectively with
their co-workers, clients, prospects, direct reports, managers, and leaders.
Once participants have a strong understanding of the concepts of the SOCIAL
STYLE ModelTM
and the Versatility Model, the course teaches participants how to
apply the concepts to real-world managerial workplace situations.
Through exercises and identification techniques, the participants will learn the
best method to coach, critique, and praise direct reports using the approach most
welcomed by their direct reports.
After completion of the Managing for Results course, participants will know their
own SOCIAL STYLEs and how to control their behaviors when interacting with
direct reports of varying SOCIAL STYLE. Managers will also know how to anticipate
reactions from their direct reports and how to reduce or increase tension in order
to create the most productive and effective workplace situations.
Participants will also learn how to increase their Versatility; a concept that TRACOM
research has shown to be of great importance to managers and correlates with
success in the workplace.
INTERPERSONAL SKILLS:
ESSENTIAL FOR MANAGERS
Four out of ten newly
promoted managers will fail
within the first 18 months.
Inadequate interpersonal skills are
the main cause of leadership failure.
High managerial performance
is directly linked to high
interpersonal skills.
TRACOM’s Managing For
Results course uses the popular
and proven SOCIAL STYLE
MODEL™ to develop the critical
interpersonal skills needed for
managerial success.
VERSATILITY
Versatility is a measure of a
person’s Image, Presentation,
Competence, and Feedback, the
areas that contribute to a person’s
interpersonal skills. Versatility
is a significant component of
overall success, comparable
to intelligence, previous work
experience, and personality.
One-Day Course
Participant
Workbook
© The TRACOM Corporation, All Rights Reserved.
11
Dimensions of Behavior
A RECIPE FOR UNDERSTANDING
Think about your favorite pie. What makes it unique and special? Is it the taste, the aroma, the
subtle blending of flavors, texture, and appearance? The essence of the pie is contained in all
these qualities. Likewise, many facets, including inner qualities and outer expressions that are
observable, make up each individual’s personality.
SOCIAL STYLE behavior is a person’s pattern of typical actions that others can observe and agree
upon for describing normal behavior. SOCIAL STYLE is not “personality” (the inside of the pie); it is
a part of personality. In addition to SOCIAL STYLE, personality includes everything a person is —
ideas, values, hopes, and dreams. SOCIAL STYLE behavior refers only to those observable actions,
verbal and non-verbal, that a consensus of others can agree upon as “typical” of a person’s
behavior.
By observing this behavior, we can find ways to define and discuss what we see — and to
understand the effect that behavior has on others and ourselves. Observation is the first step to
building greater understanding.
Behavior
Observable
Say/Do Personality
Personality includes inner qualities –
attitudes, aptitudes, dreams, values
and abilities.
Style is like the crust of the
personality pie. It is the part that can
be seen – the observable behavior.
© The TRACOM Corporation, All Rights Reserved. 31
Participant
WorkbookSOCIAL STYLE ModelA WINNING COMBINATIONWhen the Assertiveness and Responsiveness Scales are combined, they form four quadrants,
which identify the four Styles of behavior that make up the SOCIAL STYLE Model. Each quadrant
represents a particular pattern of Assertiveness and Responsiveness behaviors that others can
observe and agree upon for describing what a person says and does. (Keep in mind that these
quadrants identify behavioral tendencies, not personalities, which are unique to the individual.)
By combining behavioral characteristics from each of these two behavioral dimensions
(Assertiveness and Responsiveness), the four SOCIAL STYLE positions are created.
Nobody displays one Style exclusively; but, in a short time, through careful observation, you
can determine a behavioral pattern that allows you to identify the Style of a person. And, once
you know a person’s Style, you can structure your behavior to help develop a productive and
satisfying interpersonal relationship.
CONTROLS
ASKS
TELLS
EMOTES
Ask Assertive
More Controlled
Analytical
Style
+
Ask Assertive
More Emoting
Amiable
Style
+ Tell Assertive
More Emoting
Expressive
Style
+
Tell Assertive
More Controlled
Driving
Style
+
®
REV APR 2018

2. Post-Training Micro-Learning
BENEFITS
• Managers will learn
how their direct reports
perceive their behaviors
• Managers will be able to
identify the SOCIAL STYLE
of their direct reports
• Managers will explore and
identify factors that affect
the amount of support
and respect that their
direct reports give them
• Managers will learn to apply
the Versatile Managing with
Style Strategy for developing
an interaction plan for a direct
report of their choosing
• Managers will have an
opportunity in class to work
on real issues that are affecting
their productivity as a manager
• Managers will discover how
to identify ways that they
can help their direct reports
take their Growth Action
• Managers will learn how to
coach, critique and praise
their direct reports
• Managers will develop
strategies for developing
mutually productive
relationships with their
direct reports
THE PARTICIPANT
PACKAGE INCLUDES:
Participant Workbook • Accepts/
Rejects Card • VMS Strategy Job
Aid • Skills Guide Card • Achieving
Higher Versatility Resource Guide
ADMINISTRATIVE TOOLS
FOR COURSE DELIVERY
Facilitating this course requires
certification. You may choose
to certify your own staff or use
TRACOM’s certified instructors.
THE ADMIN KIT INCLUDES:
Facilitator Guide • Name That
Style Role Play Cards • Participant
Package • Resource Tools
including Videos, PowerPoint
Presentation, Session Evaluation
Handout and Participant
Certificate Template
One-Day Course Agenda
303-470-4900 • 1-800-221-2321
www.tracomcorp.com
MORNING
Introduction to SOCIAL STYLE
Dimensions of Behavior
SOCIAL STYLE ModelTM
Tension Management
Versatility
AFTERNOON
Improving Direct Report Relationships
Working the Sources of Versatility
Taking Steps to Enhance Your Versatility
Adjusting Your Style Appropriately
Managing with Versatility
Next Steps and Final QA
SOCIAL STYLE Navigator®
is available free of charge to anyone with
a SOCIAL STYLE profile. The mobile-friendly platform includes
modular content to support specific learning objectives. The
application includes the SOCIAL STYLE Advisor, the SOCIAL STYLE
Estimator, and eLearning modules on the topics of Managing
Conflict, Working in Teams, Coaching Others and Achieving Higher
Versatility.
For more information, please visit www.tracomcorp.com.