What is DISC and more importantly how can it benefit computer consultants in their quest to promote the new managed service model in the market place? First DISC stands for:
- Dominance – relating to control, power and assertiveness
- Influence – relating to social situations and communication
- Steadiness – relating to patience, persistence, and thoughtfulness
We at MSP Telemarketing were aware of DISC assessments; but had forgotten about them until MSPU mentioned them again at one of their recent boot camps.
One of the chief problems for MSP’s is finding the right salesman or technology telemarketer and avoiding the high turnover and failure rate most computer consultants experience. Using DISC profiles can give you some insight into some of the character traits that have been bench marked as standards for salespeople.
We have all interviewed those salesman or IT Telemarketing that claimed they could sell ice to Eskimos, but turned out the be total failures. The problem is that you had to hire them first and throw a bunch of money down a rat hole before you discovered that.
If you consider using DISC profiles, the goal would be to seriously cut back on the risk of hiring a salesman that is totally not a fit. One example of the desirable character traits you might be looking or on the DISC assessment would be an applicant that scores as high ‘I’ and high ‘C’. This has been bench marked as highly favorable characters for a salesman. As you can see this is a little bit like having a crystal ball and being able to look into the potential for salesman and telemarketing to fit and workout in your organization, before you hire them!
We have begun using DISC on our technology telemarketing hires in-house and we encourage everyone using IT lead generation to try it. MSPU has a services that you might consider along with some other training services for managed services sales people.
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and VARs to help them get more IT leads that turn into IT sales!