What does it mean to be driven? To have drive? Is it important to sales success? Where does it come from? Can it be taught? One of the hardest challenges as a sales manager is hiring great talent. Even after multiple interviews, sales evaluation exams, and impeccable references contacted a less than hire can still happen. What makes them less than? I can sum this up in one word, Drive.
How do you feel about your sales career so far? Do you feel exploited, disappointed, or even depressed with your current situation. When you took your job, at first, did it feel like an opportunity to get ahead, get to that next level, but now it seems less than. On the other hand, possibly you feel you’ve never really received any breaks, any opportunities, in your career. You’re stuck with a job… a means to an end for a paycheck.
As I was watching my son practice wrestling I overheard his coach say something quite profound. He stopped the match and demanded the attention of my son’s competitor and said “smile, this is supposed to be fun, remember?” Wow! Inspirational and for me motivational.
A common trait of top producing sales professionals is their understanding of self expediency. It’s like they have an internal alarm that goes off at certain times and/or under certain conditions. This is different than how to build expediency in the sale. This is expediency in goals and performance.