Drive can be manifested in many different ways. Some highly Driven people have big personalities and are virtually bursting out of their skin with energy and ideas. But high levels of Drive can also be found in quieter people who do not make a big deal about it, but underneath have a burning need for achievement and are ferociously competitive. One would not immediately identify Drive in, say, Warren Buffet, during an interview, when really underneath beats the heart of a lion. He just does a superb job of covering it up, to his advantage, as he scours the world for opportunities to win deals on his terms. So how do we prevent these kinds of people from slipping through the cracks?
That’s where the combination of a good sales aptitude test and a thorough behavioral interview come into play. You do not want to be fooled by the actor with no substance, but you also do not want to miss a potentially high-Drive salesperson just because he/she may not exhibit an over the top personality at first blush. And there is a funny thing about low key salespeople . . . low key customers love them! So go deep when recruiting and you will dig out some wonderful nuggets that you might otherwise miss by not applying a deeper, one-two assessment punch.
Dr. Christopher Croner and Richard Abraham are authors of Never Hire a Bad Salesperson Again and developers of the proprietary and patented sales test, The DriveTest™, for sales candidates. For more information, click here.