Managing Personality Types
If you’ve ever explained something perfectly clearly, only to have the other person stare back at you like you’ve just read them IKEA instructions in reverse Swedish, you already know this – people don’t all think the same way.
Thomas Erikson’s Surrounded by Idiots makes this painfully (and hilariously) obvious. He breaks people down into four main communication styles, which are based on personality types and behaviour patterns. It’s about how people hear, process and respond to information, not about intelligence.
The Four Colours
Reds – The Drivers
Fast, direct, and to the point. They like results and hate wasting time. If you ramble, they’ll mentally check out before you finish your first sentence. Be brief, be clear, and talk in terms of outcomes. Instead of, “I was thinking we could maybe look into…”, say, “Here’s what I propose, here’s the result, here’s the timeline.”
Yellows – The Inspirers
Big energy, big ideas, and often the life of the party. They thrive on enthusiasm and connection but can get distracted by shiny new things. Keep it positive, be open to ideas, and don’t bury them in detail. If you need them to finish something, tie it to a bigger, exciting picture.
Greens – The Supporters
Steady, patient, and team-oriented. They don’t like sudden changes or high-pressure demands. They want harmony, not conflict. Be calm, give them time to process, and explain how changes will affect the team. Avoid putting them on the spot in a public setting.
Blues – The Analysts
Detail-focused, structured, and precise. They want facts, not vibes. They like systems and processes and are allergic to “winging it.” Come prepared with data, proof, and logical reasoning. Avoid rushing them; they’ll need time to check everything twice.
If you’re interested in taking part in the Enneagram Personality Test, you can either read Thomas’s book OR take this test, which has different outcomes, but the theory remains the same: https://www.truity.com/test/enneagram-personality-test
Why This Matters in Small Business
Let’s say that you’ve got a team of four, one from each colour. You call a meeting and say, “We’re going to shake things up and move to a new CRM next week. It’s going to make us faster, more connected, and more competitive”
Your Red is already thinking: “Good. Let’s do it now. Why are we still talking?”
Your Yellow is picturing all the cool things they can do with it… and has mentally planned a launch party.
Your Green is quietly panicking about having to learn something new and how it might upset the team’s rhythm.
Your Blue is thinking, “Where’s the data showing this is better than our current system?”
Same sentence. Four completely different reactions.
The goal with these results isn’t to change who you are. If you’re naturally a Blue, you don’t have to suddenly become a bouncing Yellow to deal with one. You just adapt the way you present information to them.
Talking to a Red? Lead with the end result.
Talking to a Yellow? Lead with the vision.
Talking to a Green? Lead with the reassurance.
Talking to a Blue? Lead with the data.
When you learn to be more flexible with your style, conversations will become smoother, decisions will happen faster, and you will stop having the same frustrating mix-ups over and over again.
Now, mastering this isn’t about manipulation either. It’s about respect. You’re saying, “I get you, and I value the way you process the world.” When people feel understood, they’re more open, cooperative and loyal. So next time you find yourself “Why don’t they get it?”, flip the question: “Am I speaking in a language they actually understand?”.
