This evening I had a call with one my friends in the office equipment industry. Our chat was to introduce one on our long time members via a Better Call Art video.
We'll have that video ready in a few days. The last question I asked inspired me to write this blog today for everyone. I just love the word "inspired" and I try to capture that everyday. 
How Can I Help You
Of course our topics were all over the place, however I want to focus one of the questions that I always ask and that is "how can I help you?".
My answer to that question was and I'm paraphrasing "we need help with our sales people to want to earn/sell more than just a receiving a paycheck". Wow, this is one I really had to think about and I didn't have an immediate answer.
I did speak about "desire". I find desire is the most missing quality in many sales people today. Can we really call them sales people if they don't have desire?
Most peeps seems to be happy working 9-5 work and most are happy with 9-5 pay. Then three to six months later those reps will leave to accept a job that has a higher base pay. To put it bluntly, they appeared to be a good choice with you pre-hire assessments, however the rubber hit the road three to six months down later when there was no sign of desire.
Born With It
I stated this before and it's my belief that you can't teach desire, and you can't coach desire to anyone. Desire to make the extra backs, hit that monthly or quarterly bonus comes from within a person. Desire is that innate quality or ability that you're born with. You either have it or you don't have it. Sorry everyone that doesn't have it.
Looking for Desire
I believe that most people that hire don't look for desire in the person, nor they know how to interview the client to see if they have desire. Just maybe when you're hiring for sales people you should also include your top rep in the interview. Everyone's top rep has desire and they know what to look for or what questions to ask.
Thinking two or three questions could be:
- Are you okay with getting an automatic cost of living increase to your base pay each year or would rather have the ability to an unlimited amount of money?
- If you had the chance to work more than 40 hours a week to earn more would you?
- Where do you see yourself in 5 years?
There are good questions that you can add to your current list of hire interview questions.
I'm no expert with sales interviews or pre-hire assessments, however I will admit that I'm an expert in detecting desire in people.
-=Good Selling=-
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