What MBTI insights mean for sales management? Contemporary psychologists show little patience with the Myers-Briggs Type Indicator® (MBTI®). They continue to criticize its weaknesses. These include low “test-retest reliability” because there is a 50/50 chance that a retest will place you in a different personality category.
Another criticism finds the MBTI® scoring personalities into mutually exclusive categories when most people are a mix. And, perhaps because there is no positive correlation between personality types and success in any specific occupation, even The Myers-Briggs Foundation warns against using it to weed out candidates for a job. But, given the indicator’s heavy use, we want to consider just what MBTI insights mean for sales management.