Home' HR Monthly : April 2017 Contents Most people in corporate Australia have
been through a development program that
focuses on understanding their personality
traits so that they can know themselves
better. The reason for doing this is to improve
performance. But multiple research shows
that personality traits account for less than
20% of the difference in work performance.
To compound the situation, most
personality assessments are self-report
and rarely do we make accurate self-
assessments. Generally, people have
overinflated perceptions of their own talents,
abilities, and character – they see themselves
as better than they actually are.
Many organisations are realising that there
is a better way to improve people skills – and
are switching their focus to behavioural skills
as these are more predictive of enhanced job
performance, according to research.
McDonald’s is one of the organisations
moving away from personality traits and
showing their people instead how to make
better ‘in the moment’ behavioural decisions.
This is the new field of Social Intelligence.
Social Intelligence is largely behavioural
and is defined as the ability to form co-
operative relationships with others. By
behavioural, we mean focusing on doing
what works as opposed to understanding
who you are.
Social Intelligence has three
components: Behavioural Intelligence,
Behavioural Emotional Intelligence and
McDonald’s case study
McDonald’s Australia has made the switch
to Social Intelligence and the impact is being
keenly felt. National Training Manager Sarah
Kevin and Corporate Development Manager
(People & Culture) Sylvia Davis became
certified so they could teach the behavioural
intelligence program to their corporate staff.
‘Managing for Results’ provides employees
with skills in Social Style and Versatility.
“In the past we wouldn’t have done any
kind of assessment that would involve other
people rating individuals. This course is
about getting people to realise that how they
perceive something isn’t necessarily how
others perceive it, and then know what to do
to be more effective,” says Davis.
It is a decisive move by the organisation
to focus on individual improvement as a key
metric for overall performance.
“This focus on development centred
around individuals helped to bring some
strong connections between teams and
across departments, which has increased
collaboration across the business”.
“The feedback has been that it’s really
valuable in terms of developing confidence
and knowing how to deal with situations.”
A newer Social Intelligence course is the
Adaptive Mindset for Resilience program
which shows people how to thrive in rapid
change. Surveys conducted after the course
90% of participants implement what they
learned within a week
80% said they were more confident to
deal with change
75% said they were better at dealing
72% were able to identify their negative
responses to change and replace them
with more positive ones.
So why does the behavioural focus work?
The answer is that it shows people how to
make more effective behavioural decisions
‘in the moment’ when working with others.
These skills are teachable and do not
require people to change who they are or
have a deep understanding of their psyche.
Participants find it easy to use and see
Those who increase their behavioural
intelligence are seen by others as:
27% better at managing conflict
26% better at influencing others
and they earn on average $30,000
more than their peers
Managers who increase their behavioural
intelligence out-perform other managers on
47 key competencies such as coaching,
diversity and motivating others.
For those engaged in learning and
development programs, it’s imperative
that you’re unlocking the full potential of
Here’s a great way to make that happen.
We invite Learning and Development
professionals to become certified so that they
can deliver Social Intelligence programs in
their own organisations. Trainer certification
programs are delivered by the Social
Intelligence Group in Australia.
Why it’s behaviour and not personality
that is key to improving performance
not who you are
It’s what you do,
SOCIAL INTELLIGENCE GROUP
To find out more go to
This article was sponsored by the
Social Intelligence Group who are the
Australian distributors for the Tracom
Through years of research and proven
methodology, the TRACOM Group
has helped millions of people identify
strategies for more positive outcomes
and professional success. The
programs developed are evidence-
based and meet the 2014 American
Psychological Association’s Standards
for Psychological Testing.
20/03/2017 10:25 AM
23/03/2017 1:08 PM
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