Of the critical salesperson personality characteristic, Need for Achievement, one of the most positive subsets is a sense of urgency. High aptitude salespeople are invariably “doers” not talkers or dreamers. They get things done because their sense of achievement depends on actual performance and results as opposed to getting around to it “someday.”
When you are interviewing sales candidates, ask them to describe scenarios when they worked through tough challenges, and how they managed to finish them, given everything else they had on their plates. What you want to hear are scenarios in which the candidates prioritized well and went after the most important things on their plates first, and with an intensity and focus that would not be denied. This may have involved the sacrifice of other things including leisure time, or burning the midnight oil, but the point is that they did not procrastinate once they identified a goal they deemed worthy of achieving.
All great achievers know that time is their mortal enemy, so they go after their goals as if there were no tomorrow. This is exactly what you want in a salesperson, who is carrying your business on his/her shoulders!
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 difference of the DriveTest, contact us today!