"It’s not about having the right opportunities. It’s about handling the opportunities right."— Mark Hunter
In the competitive world of sales, success is often defined not just by the opportunities one encounters but by how one capitalizes on those opportunities. Sales drive is the intrinsic quality that distinguishes top performers from the rest. It’s the force that propels individuals to go above and beyond in their sales roles, turning potential into achievement through sheer determination and strategic effort.
What is Sales Drive?
Sales drive is the innate motivation and determination that pushes individuals to excel in sales roles. It’s more than just a desire to close deals; it’s a combination of ambition, resilience, and passion that fuels a salesperson’s ability to consistently achieve and exceed targets. This drive is a critical component of success in any sales-oriented position.
It encompasses:
Ambition: A strong desire to achieve and surpass goals, pushing individuals to set and meet high standards.
Initiative: A proactive attitude that involves going beyond the standard expectations to identify and act on new opportunities.
Competitive Spirit: A drive to outperform peers and exceed personal benchmarks, fostering a competitive edge in the sales arena.
Persistence: An unwavering commitment to pursuing goals and leads, maintaining effort and focus despite challenges.
In essence, sales drive is the energy and commitment that turns potential into performance. It is a crucial quality for achieving high results and making a significant impact in any sales role.
Why Sales Drive Matters
In any sales role, the difference between meeting targets and consistently exceeding them often comes down to this key competency. This essential quality is what empowers top performers to push through challenges, stay motivated in the face of adversity, and deliver outstanding results time and again. Assessing sales drive ensures that you're selecting individuals who possess the inner determination and relentless energy needed to thrive in competitive environments and contribute significantly to the success of your organization.
What will you get:
Goal-Oriented Performance: Individuals with a strong sales drive are highly focused on achieving their goals. They set ambitious targets and are committed to reaching them, often going above and beyond what is required.
Resilience and Persistence: Sales can be challenging, with frequent rejections and obstacles. A strong sales drive equips individuals with the resilience to bounce back from setbacks and the persistence to keep pushing toward success.
Self-motivation: Sales-driven individuals are self-starters. They don’t wait for external motivation but are internally driven to take initiative, seek out opportunities, and constantly improve their performance.
Adaptability: The sales landscape is always changing, with new products, market conditions, and customer expectations. Those with a strong sales drive are adaptable and able to pivot strategies as needed to stay ahead.
Customer Focus: A person with sales drive doesn’t just focus on closing the deal but is genuinely interested in solving customer problems and building lasting relationships. This focus on the customer often leads to better outcomes and long-term success.
Ultimately, sales drive is what separates good salespeople from great ones, turning challenges into opportunities and goals into achievements.
What does the Sales Drive Indicator look like?
The Sales Drive Indicator will be presented on your account as you see in the image below and you will be able to assess whether a candidate exhibits the Learning scores needed for success.
💡 Remember that there is no need for the candidates to undertake any additional assessment in order for you to have access to the Empathy Indicator.
Click here for instructions on how to add Indicators to your assessments.
Of course, in case you need any further information or guidance we are always happy to help!
Sales Drive Interview Questions: A few interview questions that will be helpful for you during your interview.
Can you provide an example of a time when you set a particularly challenging sales goal? How did you approach it, and what was the outcome?
Describe a situation where you faced significant obstacles or rejections in your sales efforts. How did you stay motivated, and what strategies did you use to overcome these challenges?
Give an example of how you adapted your sales strategy in response to changing market conditions or customer needs. What prompted the change, and how did it impact your results?
Tell me about a time when you took the initiative to pursue a sales opportunity that wasn’t immediately obvious. What steps did you take, and what was the result?
Share an instance where you received feedback or criticism about your sales approach. How did you respond, and what actions did you take to improve your performance?
References
Evans, K. R., McFarland, R. G., Dietz, B., & Jaramillo, F. (2012). Advancing Sales Performance Research: A focus on Five UnderResearched Topic areas. Journal of Personal Selling and Sales Management, 32(1), 89–105. https://doi.org/10.2753/pss0885-3134320108
Good, V., Hughes, D. E., & LaBrecque, A. C. (2020). Understanding and motivating salesperson resilience. Marketing Letters, 32(1), 33–45. https://doi.org/10.1007/s11002-020-09552-6
Jaramillo, F., Ladik, D. M., Marshall, G. W., & Mulki, J. P. (2007). A meta‐analysis of the relationship between sales orientation‐customer orientation (SOCO) and salesperson job performance. Journal of Business and Industrial Marketing, 22(5), 302–310. https://doi.org/10.1108/08858620710773431