Money motivation isn't just about having the enthusiasm to
they pull out the latest iPhone and show you the great apps
make a lot of money. It's about knowing how to do it. When
they've downloaded onto it?
interviewing an applicant for a sales position, see if they ask
the type of questions that show they're already thinking
about what it will take to make it in the job.
Here are some telltale signs that a sales position applicant is
truly money motivated:
They
ask
money-related
They started early. I've generally found that money
motivated people have been earning money to buy things
since they were young. When mom and dad told them they
couldn't afford to buy them an Xbox, did they give up on it?
Or did they start delivering papers, mowing
questions.
When it's their turn to talk, they might
lawns or selling door-to-door to make the
money to buy it?
ask if the compensation plan is capped.
They are obsessed with the methodology of
How much does your top sales person
closing sales. You may say your top sales
bring in – and are there any special
person makes $125,000 annually. Does the
factors (longevity, special sales territory)
job candidate ask about how many cold calls
that give the top earner a special
your top person makes a week to get there?
advantage? What does the average
How do they split their time between cold-
performer earn annually? Is there a
calling and investigating leads? How do they
President's Club? These questions show
get sales referrals? How do they create a
they're delving into what it takes to earn
sense of urgency in a customer during a
money in the position.
sales call?
They like what they buy with their money. If they talk about
Money-motivation is such an important trait in sales that
all the toys and fun stuff they want to buy with the
some companies go as far as to ask sales candidates to
commissions you're going to give them, it's a good sign.
submit previous pay slips so they can prove they've been
Sure, they have to worry about paying for necessities like
able to earn the type of money they would like to bring in
everyone else, but they want to make even more money so
now. A truly money-motivated person wouldn't hesitate to
they can buy a luxury car, or go on an exotic vacation. I've
turn them in. They're already focused on going beyond your
found money-motivated people especially like gadgets. Do
quota to earn the type of money they want to make.
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