Include a psychological picture of sales and marketing candidates as standard operating procedure for innovative tech recruitment

Analyzing the results of personality testing tools like a Myers Briggs profile or the results of a Kuder vocational aptitude test is a worthwhile activity for recruiters who need to identify staff for innovative technology businesses. In our experience there are identifiable patterns of personality types with regard to assembling a composite picture of a “right” individual to either lead an innovative technology business or to fill a management requirement. The above mentioned tests can and will shed light as to whether or not an individual is a good candidate for targeted requirements.

Therefore, innovative technology businesses should have the resources to purchase recruiting services that provide, at a minimum, the results of these tests or acceptable substitutes. Deviating from the norm is not recommend with regards to choosing senior managers. Further, the internal hiring team should ideally include individuals who have experience recruiting winning teams of participants. If the members of the internal hiring team do not have this type of experience, then management should select a recruitment firm that can fill the gap.

Consistently adhering to these guidelines pays off. Simply consider the success of EMC Corporation in the mid 1990s. Many of the regional sales executives of EMC in the period of 1995 to 2000 pulled down compensation packages in the high 6 figures. Some of the regional executives earned 7 figure compensation. Of course, these compensation packages were the direct result of excellent performance to sales plans. The facts were that EMC was trouncing competitors across most markets; therefore, sales compensation was very attractive and entirely consistent with sales performance.

Much was said at the time about the competitiveness of EMC Sales staff; specifically, management had made a point of recruiting individuals who enjoyed competition, usually through sports. By carefully selecting a “right” personality type EMC sales management successfully assembled a super team of producers who more than delivered planned revenue targets.

If a joy in competition and, specifically, winning is an important personality trait for highly successful sales staff, then persistence against adversity, patience, and a dedication to merciless self reflection and a willingness to take counsel from a wide range of confidants is clearly characteristic of successful entrepeneurs in the tech business space.

As mentioned above, we highly recommend that innovative technology businesses pay close attention to staffing candidates to ensure that the candidate chosen for a position does, in fact, embody the personality traits required of the position. We can certainly help make the likelihood that such a choice becomes a reality. Please call Ira Michael Blonder at +1 631-673-2929 to further a discussion. You may also email Mike at We will be happy to show you why you should be thinking about the Internet and Social Media to engage with your marketplace.

© IMB Enterprises, Inc. & Ira Michael Blonder, 2012 All Rights Reserved

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