NEVER HIRE A BAD SALESPERSON AGAIN

Throughout the years one of the entrepreneurs’ main goals has been the finding of a really outstanding salesperson. Many have achieved this goal, and many others have failed or given up. What Cronerand Abraham in their book want, is to help us, as business people, not to fail during the finding of these people who directly influence our company’s performances. In order to do so, they focus in asimple personality characteristic that sales psychologists call DRIVE and that according to them, is the key to success.
You must be wondering then, what on Earth DRIVE means? As described in thebook, DRIVE is the common denominator found in nearly all high-performing achievers in any competitive field. It may be easy to find a person you think will meet all your demands in the sales area, andit may be true. But if this person lacks DRIVE, he or she would no longer benefit your business. To recognize a DRIVE person is not an easy job. You must be able to identify three basic traits intheir personality. If you fail to do so, then this person won’t help you. These three traits are: the need for achievement, competitiveness and optimism.
Lets start by the most importantcharacteristic, the need for achievement, if you don’t have the willing to be better every day and achieve high standard challenges you don’t have the main quality of a good salesperson. The difference between aperson that has a low need for achievement and a person with a high one can be noticed by the results of some tests. The answers of this two type of people are very different, and it’s noticed at thevery first moment. This characteristic has been identified by some researches, like the one that has more affinity or relationship with a good salesman. Followed by the need for achievement comescompetitiveness. A real salesperson has a constant competition within themselves and with others. They are normally very difficult people to live with, but in the end, they are the best inversion for a...