An important part of SalesStep is the Motivational Drives of Sales People. For obtaining these insights the model of Dr. C Graves is used. The colors indicate both positive as well negative motivational drives whereby Orange stands for Result Orientation (i.e. Sales Success & appreciation).
When we are recruiting sales talent, we often see a strong “passion” for Sales success. Orange is most often the highest drive for sales people.
This may sound obvious to many sales managers; however did you know that more than 46% of sales candidates have different motivational drives? Consequences of this are what we call: Wrong Hires and ineffective sales people that don’t make their numbers.
Care to understand more?
