When interviewing and hiring salespeople, there is one question we love to use that provides us with a great opportunity to get a real time sense of the candidate’s deeper motivations and values. Check out the infographic below for the interview question as well as the kinds of responses we typically hear and how to interpret them.
Hiring managers often wonder whether a candidate’s previous sales success or level of Drive is more important in making a hiring decision. It can be tempting to rely on sales experience alone when hiring a salesperson. However, for candidates who have been successful previously, we need to determine how closely their previous selling circumstances match the open position.
We know successful salespeople must be high in Drive. We know Drive cannot be taught. It is an innate personality characteristic. So is sales training wasted if a salesperson is not high in Drive?
The short answer is yes, but with some nuance. It depends on what the goal is.
This week we’d like to wish everyone a happy and safe 4th of July! We will be back next week with our regular blog post.
If you haven’t had a chance to read our latest post on LinkedIn, check it out:
3 Reasons Why Your Sales Team is Failing.
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