Sales Training - Measure the Internal Drive

We have all watched a sports game and noticed an athlete that may not be as naturally gifted as others, but he had a burning desire and drive to succeed. You noticed that they never gave up on any plays and contested at every possible opportunity. The internal drive to succeed is crucial is sales. In the event obstacles appear from nowhere which they often do in a sales cycle especially during these times, the drive within could make the difference. In an ideal world all sales reps would always give it their best effort, unfortunately that's not the case.

A sales manager would be wise to assess the internal drive of each sales rep. In a changing marketplace where certain things are no longer taken for granted, they must explore the fire in the belly of the rep. If the sales reps have a strong internal desire, they discover ways to adapt to the changing environment. The best sales reps learn to overcome adversity. They don't give up easily, they use the challenge to fuel them to go on. Many sports coaches have alluded to how talent is fairly common, the important factor is the size of the motor. It's no good having a fancy Ferrari if the engine refuses to fire at full capacity.

Most sales reps hate certain aspects of their jobs, especially cold-calling, however the manner in which the most driven reps work is different. The driven reps adopt a more positive attitude. They see cold-calling as an opportunity. Reps with incredible internal drive perform their work functions with more vigor. They are passionate and enthusiastic about what needs to be done. The will to succeed allows them to go the proverbial extra mile. Sales managers should keep their reps burning with desire so even after they reach their monthly quota early, they keep pushing.

The sales reps may have met their monthly quota, but what about the manager's team quota. It makes no sense to take your foot off the pedal if the entire organization loses as a result. Some sales reps take the rest of the month off when they hit their goals, however that's the wrong time. When you are performing at a high level, that is the time to take full advantage of your confidence to pursue even loftier goals, perhaps attack the big picture accounts. It's similar to when athletes hits the zone, they don't want the game to end. Everything seems to come so easy when they are in the zone. The same applies to sales reps on a roll, momentum is hard to stop. Why some reps hit the golf course early is beyond me. Sales managers need to learn to harness the rep's drive within to benefit the organization as a whole.