Coachability and the “Driver” Personality
Virtually all sales managers want to hire very assertive, high-energy performers when they look at new additions to their teams. And why not, typically these folks are the ones that can make the biggest impact on the bottom line. Which of course, is to produce great numbers that can propel their team’s rankings and potentially enhance the manager’s career. However as we look toward locating talented sales representatives, we also need to consider the “amiable” side of a candidate’s personality. These are the tendencies that will help the individual thrive in a team or “POD” environment and build the talents of others alongside their own. Additionally, these amiable drivers many times aspire and are successful in management roles.
These individuals are hard workers, major influencers and are experts in promoting the agenda at hand. Yes, maybe the predominant personality of your next hire should be a driver, but let us not overlook what makes a representative enduring both in personality and tenure. Strong relationship skills and the sincere desire and ability to win create a winning team for all! True drivers with amiable tendencies are not easy to find. You’ll need to have examples during the interview process such as you do with the performance section of your interview. Yes, your battery probably has these questions, but many times they are overshadowed by the desire to look at “performance only”. Astute managers are looking at their recruits in totality. Assessing the “whole package” prior to hiring can save you much grief in dealing interpersonal issues along with helping you continue to build your dynamic team!
Taken from HIRE with FIRE: The Relationship-Driven Interview and Hiring Method – Copyright Denise and Randy Wilkerson 2019