What Type Of Person Thrives In Tech According To A Partner Manager At Dell Technologies
Contrary to common stereotypes, success in IT sales at Dell Technologies, and leadership roles within it, doesn't hinge on being "the loudest person in the room," but rather on effective communication, customer focus, and the ability to be "a trusted advisor." A diverse range of backgrounds and personalities thrive, with skills like active listening and direct honesty proving more valuable than extroversion.
Communication, Customer Focus, Problem-Solving, Adaptability, Honesty
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Matthew Ferguson
Partner Manager
Dell Technologies
Loughborough University, 2008
N/A
Criminal Justice
Technology
Business Strategy
Took Out Loans, First Generation College Student
Video Highlights
1. People from diverse academic backgrounds can thrive in sales roles within the IT industry.
2. Strong communication skills, particularly active listening and asking effective questions, are crucial for success, more so than extroversion.
3. Honesty and directness are valued; building trust with clients is more effective than aggressive sales tactics.
Transcript
How would you describe people who typically thrive in this industry?
That's an interesting question. We used to have a joke on the sales floor about the "floor of unused degrees." We had people with backgrounds in criminology, political science, art, and business, among others. It really is a wide range of people who can operate in a sales-type role.
Where I really think people can thrive, specifically in IT or leadership, is if you are very people-focused. If you genuinely want to develop your people, that's a massive asset. People who are strong communicators, who can eloquently deliver a message and communicate with upper leadership, are also huge assets.
On the sales front, people typically picture a salesperson as a big, bubbly, outgoing, loud person who controls the room. That's really not the case. Data and science suggest that a very customer-focused approach, where you ask effective questions and are an effective listener, is much more valuable for meeting sales targets than being the loudest person.
I wouldn't necessarily say that extroverted, loud personalities are the go-to. They may be great for leadership, development, training, or coaching roles. However, effectively communicating and being a trusted advisor is key. If you can develop those skills and be genuinely honest, it's much better than "blowing smoke" or trying to schmooze someone into a contract.
So, while a broad range of people can succeed, many skills you'd associate with traditional sales don't perform as well. This doesn't mean introverts should skip sales. Many roles, like sitting at home with a headset, dealing with people in a quiet environment, can be very introverted.
I would say a really broad range of people can succeed. Lean into your skills, as they can be effective in various situations. Corporate America is also good at developing areas where you might be less strong. It's a very broad range. That's a non-answer, but hopefully, it gives you some guidance.
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