Motivation is the physical and psychological energy available to prospect. How can you ascertain how much motivation someone has in an interview?
Recently had a client who tested an experienced sales candidate who scored low on motivation on the SPQ Gold Assessment. You can be the best company, best manager, have everything in place for your salespeople to succeed, but if someone does not feel well physically or psychologically, they will not prospect consistently. Increasing motivation must come from within an individual to make proper lifestyle decisions that affects their energy level.
Are you willing to hire someone and hope that you they will take steps to increase their motivation? Recommend if you do, that you seriously consider also hiring a coach for the individual or personally commit to your coaching them solely on their motivation issue.
The SPQ Gold reveals the motivation of your sales candidates (how much gas is in the gas tank/how much juice is in the battery)!