Hiring and Motivating Salespeople

One of the biggest challenges facing sales managers today isn't finding salespeople who can do the job - it's finding salespeople who will do the job. According to current leading-edge research, four clearly-identifiable attributes are shared by the most successful salespeople - we call these four attributes the DNA of Sales Success™

High Motivation
Clear Goal Direction
Absence of Call Reluctance
Passion to seek and fulfill Utilitarian interests, attitudes, and values

Create A No-Excuse Sales Environment

The DNA inside a person determines what that person will become. By testing specifically for desirable levels of each of these attributes matched to your position requirements we can help you select blue-chip sales candidates who possess the right DNA of Sales Success™. These are the candidates who are most likely to become high producers for you.

"Totally, unbiased, non-emotional view of every candidate...
enabled us to turn our sales force completely around."
- Dennis Gillespie, VP Sales, Lintech International

SPQ-GOLD Call Reluctance Scale®

Level of Motivational Energy the person brings to sales
The degree of Goal Clarity the person possesses
Overall presence of Call Reluctance®
Types and severity of the twelve forms of Call reluctance

The single characteristic shared by the most successful salespeople is simply this - they initiate contact with prospective buyers in greater numbers than those who are not as successful. SPQ*Gold® measures hesitation to initiate contact with prospective buyers in sufficient numbers to be successful.

Hire candidates who will make sales calls instead of making excuses.

MFS Personal Interests, Attitudes, and Values™

Measures six primary sets of internal motivators
Identifies motivators that impel sales generating activities and behaviors
Better understanding of internal motivators and the activities they inspire
Helps managers motivate salespeople more effectively

A high level of motivational energy is one thing; what a person is motivated to do is quite another. Current research in the United States and Europe shows clearly that top salespeople share one common internal motivator - a strong Utilitarian attitude. Statistically, those with it make lots of sales and those without it don't.

Hire candidates who are genuinely motivated to sell.

Managing for Success®/Style Analysis (DISC)

Measures preferred communication behaviors
Greater understanding of self and others
Identify candidates who will "fit in"
Helps manager communicate and motivate more effectively

Understanding the behavioral preferences of others is important. Salespeople who are highly qualified in every other way still need to fit into your sales culture and relational environment in order for you to build a strong sales team.

Hire candidates who will fit in and be part of your team.

Managing for Success is a registered trademark of Target Training International, Ltd. MFS Personal Interest, Attitudes and Values is a trademark of Target Training International, Ltd. All Rights Reserved.

You must have players who will make the plays in order to
meet and exceed your sales projections!

Call 800-422-5252 or complete our on-line form.

Mike Stewart Seminars
Division of
Stewart & Stewart, Inc.
Box 88718
Dunwoody, GA 30338

Tel: 770-512-0022
Fax: 770-671-0023
Email Mike
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