By now, you know that we would never recommend hiring anyone you expect to develop new business as a salesperson unless they are high in “Drive,” as verified by testing and a behavioral interview. You really do need objective assessment tools to accurately assess Drive because unfortunately, it is easy to fake over the short term.
Also, stereotyping can be inaccurate . . . for example the president of a fraternity, while perhaps charismatic and a budding leader, may be so naturally charming that he did not need Drive to make him socially successful to date. In fact, it may very well be the young man cleaning dishes in the fraternity kitchen, as one of his three jobs as he pays his way through college, is the man we are looking for. He has the intensity and Drive required to be an outstanding producer over time.
People who are high in Drive are not necessarily bombastic . . . they can be quietly intense, methodical and focused. But make no mistake, when Drive is high, he cannot help himself . . . he will absolutely push higher and higher and higher. Those high in Drive cannot live any other way.
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.