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.
If the goal is sustained high performance, sales training has a diminishing return with low-Drive salespeople. It may help for a little while, but eventually the salespeople will revert back to the behavioral mean, that is, low-Drive performance. It is a classic pattern to see a tick up right after training or after bringing in an inspirational speaker, and it may last with your high-Drive salespeople, but it will not change the behavior of the low-Drive salespeople over time.
If your goal is for each of your salespeople to be a high performance, new business developer, there is no way around, through or over the core fact that you need to start out with high-Drive sales talent.
Since Drive can be assessed in advance of hiring, it never ceases to amaze us how many low-Drive candidates get through, but that is a function of hiring techniques/practices, not a sales training issue.
Curious about your current sales team’s level of Drive? Assess them today with The Production Builder©.
Dr. Christopher Croner and Richard Abraham are authors of Never Hire a Bad Salesperson Again and developers of the proprietary and patented sales assessment test, The DriveTest™, for sales candidates. To experience the difference of the DriveTest, contact us today!