Ultimate Indicator of Sales Success
by Dave Kahle

One of my clients recently mentioned to me that, when hiring prospective sales people, he looks for a “passion for sales” in their personality. The idea struck me. I had never really thought in those terms before. What is a ‘passion for sales?’ What does it look like? Is it really an indicator of a successful sales person? And, how do you identify it?

Perhaps the reason it struck me is that for 20 years I have been working with sales people who, for the most part, never really started out wanting to be sales people. I think that is true of the overwhelming mass of sales people. They really didn’t get there by following a well defined, intentional career path. Most sales people sort of slid into sales as a result of being “nice” people, and showing some skills or knowledge which their bosses considered helpful for sales. They found the increase in income and the freedom to organize their day as they saw fit to be attractive aspects of the job. The next thing you know, they were a sales person.

But a “passion for sales?” Rarely, in my experience. Here’s a test to see if you, or your sales people if you are a sales leader, have a passion for sales.

Do you (or they) invest in your own development as a sales person? I am convinced that only one out of 20 sales people has actually spent $25.00 of his own money on his own improvement in the last 12 months. I believe that is an indication of a person’s interest in the profession of sales.

Here’s an example. I am a mediocre golfer. But I really like it. Since I have a “passion for golf,” I invest in my golfing ability. I subscribe to the magazines; I buy a golf book every now and then; I follow a couple of golf websites; and I take lessons every couple of years. I go to the driving range and practice almost every week in the summer. This year, I did a bit of a study on which golf ball I should be using, and made an informed decision. While I readily admit that I am not a good golfer, at the same time I will absolutely assert that I am getting better, always better. If I live long enough, I will become an excellent golfer.

There is nothing unique in that. What’s true for me and my passion for golf is true for everyone and their passions. It is certainly true of sales people. If they have a passion for the profession, they will invest their own time and money in it. They’ll subscribe to the magazines and Ezines, they’ll buy the books, go to the seminars, network with other good sales people, and practice as much as they can. Their money and time will follow their passion.

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Are You Using Your Gift At Work?
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