In any of its applications, the Dimensional^® Model is used first to assess a person's behavior and classify it as Q1, Q2, Q3, or Q4. Once that assessment has been made, a strategy can be developed for dealing with that behavior in a specific business situation.

Strategies can be developed for direct reports, managers, or peers. Such strategies prove especially useful in ensuring improved motivation and communication.

Motivation

Once a person's behavior has been classified on the Dimensional^® Model, that knowledge can be used to determine the person's business and personal needs. Fulfilling those needs is the best way to motivate people to action.

A manager who motivates by fulfilling a direct report's needs gets commitment to achieve objectives. A salesperson who motivates a customer to buy by fulfilling needs achieves not only increased sales, but also an improved relationship with the customer.

The reason that the Dimensional^® Model can be used as an effective motivational tool is that people express their needs through their behavior.

• Q1 behavior indicates that a person has strong needs for esteem, independence, and ego fulfillment.
• Q2 behavior indicates a person's needs for security and low risk.
• Q3 behavior indicates a person who has social needs and a need for acceptance.
• Q4 behavior indicates a person's needs for growth, innovation, and achievement.

In fulfilling these needs to motivate people to action, it's important to note that fulfilling a person's personal, intangible needs can be as effective as fulfilling the person's tangible business needs. Sometimes, it's even more important.