In the book Never Hire a Bad Salesperson Again they identify drive as the number 1 predictor of sales success:

‘Drive – the Lance Armstrong type of Drive – is the most important factor for sales success. In a 1998 analysis of more than 45,000 salespeople, psychology professor Andrew Vinchur and his colleagues found need for achievement a critical component of Drive, to be more predictive of sales success than any other trait’

‘These 3 traits – need for achievement, competitiveness and optimism – are all necessary elements of drive’

Another element of drive is passion. Do you believe in what you do? Do you love what you do? Do you believe that your customer will be better off when you walk out that door – deal in hand?

When I was younger I was lured away from Dell Computer by an IT company that paid very well. It was not uncommon to see people earning $1M a year. The culture? Poison. Screw the customer, get the deal at all costs, underhand dealings and a classic 1950’s – pick the worst – sales culture. I hated every minute of it and left after 4 months. I was not passionate about what I was selling and I did not feel good about how they did things.

For me, if the passion is gone, I am gone. Watch this video – it is a great demonstration of passion. Love what you do – believe in what you do – play hard or go home.

You can read the inspiring story of Paul Pots here. Mobile phone sales guy to famous opera star. Inspiring.