OK...you have an opportunity to attain the vehicle of your dreams -the exterior is your favorite color, it's equipped with all of the accessories you want, it has the new car smell - it flat out looks good and your gut tells you it feels right! You make the deal - pay the cost, acquire the keys.
Your excitement grows as you attempt to start the vehicle - no response. You pump the gas pedal as you make another attempt - no response. You pop the hood only to realize there's no engine in it! What's my point?
Many of us would agree we would not make a major purchase on "gut feel" alone or without "popping the hood" because it proves to be very costly. Yet many of us purchase or "hire" salespeople without recognizing if they have an "engine." Allow me to explain....

High Performance salespeople succeed because they are confident and comfortable initiating contacts with prospects and buyers. This behavior is one of the 25 we measure and refer to as Sales Initiative. Sales Initiative is measured from 0 - 100. The candidates with high Sales Initiative make GREAT hires because they have the best potential of High Performers by having an "engine", they instinctively initiate contact with buyers and prospects. They will save you money in training costs in the long run because you won't have to motivate or inspire these people. They tend to overachieve with some coaching and guidance.

It’s best to avoid the candidates with low Sales Initiative. Poor Performers will cost you over $100,000/year based on recent studies. They really don’t have an "engine" for sales and it is not cost effective for you to develop it. Not hiring them into your sales organization will help you avoid “Hires Remorse”.

Author's Bio: 

Rod McKinnis, founder of The Mckinnis Consulting Group, is the authority in Sales Management Training. As a former Fortune Global 500 Executive, he grew a $40 billion business unit 50% in just 18 months. To learn more about accelerating your sales results and reducing your hiring costs visit SalesisSimple.com.

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Rod McKinnis, The Official Guide to Sales Management Training