logo

SalesDrive

The DriveTest is the only pre-employment sales test available that helps you determine whether your candidates have the most critical personality trait for success in sales: Drive.

PBhomepage

The Production Builder sales assessment test provides specific suggestions for improving your current team's skills based on each salesperson's unique personality profile.

ie-book-home

Underperforming salespeople are perhaps the greatest cause of frustration to sales executives and financial loss to business owners. This book provides a step-by-step hiring process, including interview questions to identify high Drives sales candidates.

Should I Hire a Greedy Salesperson?

Sales managers occasionally tell us they are looking for salespeople who are motivated primarily by money.  They may look for candidates with a mortgage, a couple of car payments or kids in college as a way of insuring a consistent pressure for the salesperson to perform.  However, this approach can have some dangerous long-term consequences . . .

Salespeople motivated by money may come out of the gate strong, showing that they know how to sell, but later falter or just plateau.  The cause of this phenomenon is straightforward . . . the salesperson motivated by external needs or pressures will usually work to relieve those pressures, closing sales to pay off the mortgage, the car, etc.  However, when those external pressures are relieved, the salesperson will no longer have the same incentive to outperform.

On the other hand, a salesperson motivated by Need for Achievement, one of the elements of Drive, wants to do well simply for the sake of doing well.  She is motivated to raise the bar, jump over it, and raise it higher the next time.  Make no mistake; money is still important to a high-Drive salesperson.  However, she looks at money the way a great athlete looks at points on the scoreboard . . . as a measure of how well she is doing, rather than the end goal itself.

So, we, as hiring managers, need to look for candidates high in Need for Achievement, as well as the other elements of Drive.  This approach allows us to avoid the “flatliners,” and hire salespeople whose production will continue to grow over time.

To learn more about the DriveTest™, for new hires, and the Production Builder© , for current sales teams, please click here.

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.

 

Leave a Reply

Your email address will not be published. Required fields are marked *

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>

Join Our Email List for Weekly Hiring Tips

What Our Clients Are Saying...
Since incorporating the DriveTest as part of our pre-employment process, our organization has been better equipped to identify and hire talent. The DriveTest helps us pinpoint key characteristics of a successful sales person that may be overlooked in the normal interview process.
Kristen BodoHuman Resource ManagerVeeam Software Corporation
The SalesDrive Assessment has proved to be invaluable in helping us qualify those candidates who are uniquely suited to work here.  SalesDrive is the most important tool in my selection tool kit for evaluating sales professionals.
Bobbie LyonsHuman ResourceRouse Properties