Hiring managers occasionally encounter sales candidates who are especially persistent . . . calling or emailing them frequently to get an update on their status. Of course, persistence is a very important trait for success in sales. So, it can be tempting to conclude that a persistent candidate will be high in Drive, tirelessly tracking down new leads.
We know, in talking to our many clients, that the cost of hiring a bad salesperson can range from $50,000 on the low end to over a million dollars, per person, in the high-end financial services industry. And yet the same companies will sometimes balk at paying a couple of hundred dollars for aptitude screening and/or testing for hiring and to determine how to best focus their training budgets. As Seinfeld likes to say, “What’s up with that?”
On Thanksgiving, we want to express our sincere appreciation for the continued opportunity to be of service to you! Counting you among our clients is something for which we are especially grateful. All of us at SalesDrive, LLC wish you a happy and safe Thanksgiving.
Dr. Chris Croner
Drive is composed of three non-teachable—after adulthood—characteristics: Need for Achievement, Competitiveness and Optimism. These traits, when combined, allow a salesperson to sustain high performance over time in an environment of extreme competition and rejection . . . things that eventually grind down non-Driven salespeople.