Hiring high-performance salespeople can be very difficult, and not to mention competitive. After all, less than 20% of the general population is high in Drive – the personality trait shared by successful hunter salespeople.
Drive is made up of three non-teachable personality traits. Your candidate either has these traits or he/she doesn’t, and testing for these traits, prior to hiring, will save you both time and money.
- Need for Achievement: The intense desire to attain excellence & accomplish challenging goals.
- Competitiveness: The unquenchable thirst to outperform one’s peers & win the customer over to his point of view.
- Optimism: The certainty and resiliency that cannot be denied.
This leads to the 80/20 rule in sales (20% of the salespeople producing 80% of revenue), and trying to train and manage people who do not start out with this foundation is the biggest single waste of money in business.
Fortunately, there are some things you can do to attract high-Drive salespeople to your sales team.
In this 2-minute video interview excerpt, with David Domos of WhyBuyFromYou.com, Dr. Chris Croner explains the key to attracting top-performing salespeople to your team and where you can find them.