Improved Sales Selection
- "What's the matter with Sam? He was a hard worker when he started. Now, he seems happy to stay just above quota."
- "Bill had great references, but he hasn't met even basic expectations since he joined us."
- "I don't get Suzie. She scored so high on that sales test; but three customers have asked for a different rep."
Many things can cause salespeople to falter. These include experience
and training, the sales manager's skills, and the strength of the
economy. However, a salesperson's personality is the key to whether he
grows or shrinks sales.
For example, drive is one personality traits that is crucial for sales success. Yet, drive is the most difficult for sales managers to evaluate during an interview. Drive is what allows a rep to get out of bed in the morning. Drive is the difference between 80% and 120% of quota. Drive is the inner fire that determines "will they do it," not just "can they do it."
Two elements make up this elusive trait: motivation and optimism. Motivation is the need that compels the salesperson to act. Top salespeople have two crucial motivations:
- Achievement - the need to succeed and be recognized for accomplishments
- Influence - the need to convince others; to compete and win; to have status and prestige
Different combinations of these drivers produce different kinds of salespeople. If any one driver is low, sales are compromised.
Lazy - Low motivation and optimism. These people are pretty easy to identify. They are content with limited performance and doubt their ability to succeed. Lazy salespeople give you headaches with their inaction. They put off prospecting and are slow to respond to customer requests. It is nearly impossible to change these people. They'll show brief flashes, and then fall back into their old patterns.
Hopeful - High optimism and low motivation. These people will do little to follow up with prospects, but expect that they will call any day. They are often very sociable and will bring customers a pizza, chat for a few hours, and leave without asking for the order. If you confront them, they will insist that things are going to improve any day.
Quitter - High motivation and low optimism. The quitter often confuses sales managers. They come out of the gate running, scoring several early wins and exciting their manager. However, because they are low on optimism, quitters will get discouraged after they experience repeated rejections. They become content with their previous successes and are afraid to risk further rejection. These salespeople plateau, leaving you wondering why.
Stars - These salespeople are high on motivation and optimism. They are your top performers. Stars will work hard to establish new accounts and strengthen current relationships. They enjoy the thrill of getting new business and the satisfaction of serving existing customers.
Many other personality traits are essential for sales success, including tact, relationship building, and listening skills. Click here for a pdf document offering a three-step strategy for assessing stars.
