From the course: How to Hire Great Salespeople

Hire salespeople for a why, not a what

From the course: How to Hire Great Salespeople

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Hire salespeople for a why, not a what

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- There's a wonderful expression in Irish. (speaking foreign language) Translated, this means "hunger is a good source." This was allegedly a favorite expression of my grandfather. I never met my father's father, but his expression has always stuck with me. Hunger is the source that makes success taste sweet. Hunger is the magic element that drives people forward. Hunger to learn, hunger to win. Hunger to keep on keeping on. When you hear of people who have achieved amazing things, it's their hunger that propels them. It's their personal why to succeed that helps them to succeed. Why they want the job, why they need the job, why they love the job. I'm curious about people's why. Perhaps a new eye wants to prove themselves to other people. Perhaps they want to prove themselves to themselves. Great with a strong enough why the right people will do what it takes to win. And this is especially true in sales. In sales, you're going to hear the word "no" more often than the word "yes". Your calls will be rejected more often than accepted. Your proposals and deals will be shut down and ripped apart. So it takes a person with a strong why to keep going. Why is the gateway to resilience a person's why is rocket fuel? It's gold dust. So when I'm hiring a salesperson, I'm always hiring their why first. Unfortunately, we let things get in the way. We believe we want someone with three or five years of experience. We look for someone with a perfect CV. We tell ourselves we need someone who graduated from college A, B, or C. Those are whats, they don't tell you much about the motivation and inspiration that drives everything that person does. So focus on finding people with a strong enough why. When you prioritize finding the why, you are that much closer to finding the who.

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