Steps to Identifying Great Sales People

Desire and Commitment

You’ve hired a salesperson that appeared to have the needed sales skills and experience to succeed in your business. They have a successful track record of sales in your industry and their references were glowing. From your interview with them, you were very excited about having them represent your company. So, why is it the best sale this person ever made for your company was their job interview?

Perhaps the two most important strengths a sales person must have to succeed, not simply survive, are desire and commitment. Desire and commitment far outweigh the most cultivated selling skills, fancy clothes, glowing references and an impressive list of client contacts and future sales prospects.

Desire – The burning passion for success: This sales person has sales goals, which provide strong incentive to fight their way through the tough parts of selling and prospecting. They are motivated by the increase in income that success brings and have a driving need to be the very best sales person.

Commitment – In sales, commitment means a willingness to do whatever it takes to achieve consistent sales success. The sales person that understands this is a winner. They will do what the non-winners in the sales force and mediocre sales people don’t do, even if uncomfortable or afraid. They will always take the necessary business risks, understanding that the results of their hard work will bring them closer to their ultimate sales goals.

No matter what reputation precedes your sales candidate, desire and commitment are two very tough strengths to identify through the traditional hiring process. When all signs pointed to the sales person you’ve hired as being an all-star, and they just don’t ever perform as billed there’s a more than fair chance that desire and commitment to sales are lacking. Unfortunately, now it’s your business problem… unless you are implementing the proper screening tools designed to identify these two most essential sales strengths all great sales people possess.