A Passion For Sales?

by Dave Kahle

One of my clients recently mentioned to me that, when hiring prospective salespeople, 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 salesperson?  And, how do you identify it?

          Perhaps the reason it struck me is that for 20 years I have been working with salespeople who, for the most part, never really started out wanting to be salespeople.  I think that is true of the overwhelming mass of salespeople.  They really didn’t get there by following a well-defined, intentional career path.  Most salespeople 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 salesperson.

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

          Do you (or they) invest in their own development as a salesperson?  I am convinced that only one out of 20 salespeople 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.

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          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 salespeople.  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 salespeople, and practice as much as they can.  Their money and time will follow their passion.

          Is it an indicator of sales success?  I think so.  It may be the ultimate indicator of eventual sales success.  Just like me and golf.  Eventually, I am going to be a good golfer.  My passion for it will lead me to learn, and eventually, I will figure it out.  So, too, for salespeople.  Given a modicum of talent, their motivation will drive them to learn, and eventually, they will absorb enough of the principles and practices of effective professional sales, they will incorporate them into their... READ THE FULL ARTICLE HERE