Personality tests like DISC and Myers-Briggs fail at sales hiring because they measure broad traits — communication style, temperament, how someone interacts with others — instead of the traits that actually drive revenue. They’re also self-reported, which means candidates can answer the way they think you want to see rather than how they actually behave. What actually predicts sales success is Drive: the combination of Need for Achievement, Competitiveness, and Optimism. Drive shows up in behavior — consistent follow-up, persistence through rejection, initiative — which makes it harder to fake than a personality questionnaire. I’ve spent over twenty years building