Many years ago I read an article about Mr. Huntsman, a commercial building contractor from Utah. He disclosed that part of his interviewing process was to take a walk with anyone he was considering hiring. If the person sauntered along. . . he knew that person would not be a good fit for his organization. If they walked briskly and energetically, he was pleasantly impressed. Now obviously, he had other criteria. . . however, this was his final “test.”
Sales prospecting takes physical and psychological energy.
How do you know if the candidate you are interviewing has sufficient energy to sustain positive activities throughout the day?
Every day we all wake up with so much “gas in our gas tank.” Someone people just don’t come with a full tank of gas. The SPQ Gold will tell you about the “motivation” level — which is how much psychological and physical energy they have.
If salespeople experience Sales Call Reluctance, they are in fear and fear is physical. They leak energy that could be used for proactive sales prospecting into unproductive activities, like surfing the internet, building their prospect list . . . you know what I mean!
Can you afford to hire someone who does not come with a “full tank of gas?”
Connie Kadansky helps CEOs, sales VPs, sales managers from diverse industries hire salespeople who will prospect consistently.