GUEST EDITOR
Michael Amato
As a first-line manager and sales training lead, I have always strived to find effective ways to communicate, motivate and guide my team to success. However, it wasn’t until I encountered the Insights Discovery model that I truly began to unlock my potential as a leader and enhance the performance of my team.
This framework, based on Carl Jung’s psychological types and represented through a system of color energies — fiery red, sunshine yellow, earth green and cool blue — has not only transformed my approach to leadership but has also provided invaluable tools for tailoring my communication, fostering team collaboration and leading impactful sales training sessions.
As a manager, I’ve always known that effective communication is key to motivating and guiding my team. However, I often found myself speaking in a way that resonated with me but not necessarily with others. The model taught me that each person has a distinct communication style, influenced by their dominant color energy. This insight was a game-changer in how I approach every conversation, whether it’s a one-on-one with a team member or a group sales training session.
For example, when I interact with red personalities, I now understand they value efficiency, clarity and results. I’ve learned to communicate with them in a direct, no-nonsense manner, cutting to the chase and focusing on actionable outcomes.
In contrast, my approach with yellow team members has evolved to be more engaging and conversational. They thrive on enthusiasm and brainstorming, so I make sure to bring energy to our interactions, creating a collaborative environment where ideas can flow freely.
For green types, I’ve developed a more empathetic approach, emphasizing support, understanding and teamwork. I’ve also recognized that blue individuals appreciate structure, logic and data-driven conversations, so I now make a conscious effort to back up my points with evidence and detailed explanations.
By tailoring my communication to each person’s style, I’ve seen marked improvements in how my team receives feedback, engages with me and takes ownership of their tasks. This understanding has helped me navigate delicate conversations, resolve conflicts and build stronger relationships, both with individuals and within the team.
One of the most powerful insights I’ve gained is how to foster a culture of collaboration among individuals with varying personality types. As a sales training lead, my goal has always been to create a team dynamic where everyone feels valued, heard and empowered to contribute.
Understanding the unique strengths and preferences of my team members has helped me create an environment where collaboration comes naturally, even when team members approach problems or challenges in different ways.
For instance, when we’re working on a sales pitch or strategy, I now ensure that red team members take the lead in driving results and making quick decisions, while yellow personalities help us think outside the box and keep the energy high. Green team members contribute by ensuring everyone’s voice is heard and that we are aligned as a team, while blue types help keep us grounded with their attention to detail and critical thinking.
As a manager, I’ve learned to balance these differing energies, creating a more cohesive, productive team. I’ve also recognized that fostering an inclusive environment — where each person’s preferred way of working is respected — improves engagement, reduces friction and increases overall team satisfaction.
The shift from a traditional, one-size-fits-all approach to one that recognizes and embraces individual differences has been pivotal in my growth as a first-line manager and sales training lead. This, and other ways to focus on communications styles, has helped me become a more adaptable, empathetic and effective communicator.
It’s enabled me to understand my team better, tailor my leadership and training strategies to fit their needs, and foster a stronger, more collaborative team culture. As a result, not only have I seen improvements in team performance, but I’ve also experienced deeper satisfaction in my role as a leader.
In the end, applying this is more than just a tool — it’s a mindset. It has taught me that effective leadership isn’t about fitting people into a mold, but about understanding their unique strengths and challenges and adapting my approach accordingly.
By embracing these insights, I’ve become not just a better manager and trainer, but also a more insightful and inspiring leader.
Michael Amato is associate director, U.S. dermatology commercialization learning, for Bristol Myers Squibb. Email him at michael.amato@bms.com or connect through linkedin.com/in/michael-amato-53990126.
