(Hint… It’s not high; therein lie both the dilemma and the opportunity for savvy hiring managers). Research emphatically shows that the non-teachable characteristics of need for achievement, competitiveness and optimism (the three most important ingredients of “Drive”) must be in place before someone can be developed to be a high performing salesperson. So the natural, next question, is how many of those people are out there? High-Drive Population Let’s start with the bad news, but come back around with the very good news for savvy hiring managers. Less than 20% of the general population is high in Drive. Sales managers