Hire the What, Not the Who
August 19, 20164 Considerations When Making Job Offers in a Tight Market
September 30, 2016Not all sales reps are created equal. In fact, 8 out of every 9 reps may not be able to deliver acceptable results. So what sets sales producers apart from the rest of the pack?
Successful people do things that others are not willing to do. Maybe they work harder. Maybe they work smarter. Yet, what most successful sales have are the 3Ds.
The 3Ds are natural behaviors among superstar sales reps. The 3Ds are almost impossible to teach to those who don’t possess them naturally. Tell me, do your reps have the following qualities?
1.) Driven: Internal motivation to excel and be the best one can be
2.) Determined: Able to set sales goals and resolved to do whatever it takes to achieve them
3.) Disciplined: Self-directed to consistently execute a sales activity plan that drives results
If your sales people are struggling, then they probably don’t have the 3Ds. If they did, they would figure out a way to be successful regardless of the obstacles they face, whether it be poor market conditions, stiff competition, or perhaps even sub-par product and services to sell. 3D sales professionals make things happen.
How can you tell if a potential new hire possesses the 3Ds?
Fortunately, there are sales assessments that provide an objective measure of these natural gifts. Past sales results and accomplishments are another key indicator of performance. If you want sales results, take the time to evaluate prospective hires with assessments and with thorough interview techniques.
Learn more about how to identify the 3 Ds in your next sales professional.
