A dynamic and motivated sales team is often the difference between success and failure. Hiring ambitious, creative salespeople is half of the equation. The other half is keeping them motivated, interested and engaged.

Psychometric Testing: Evaluating Personalities to Choose the Right Recruits

DISC testing is a useful form of psychometric analysis. This kind of examination differs from personality assessments because it reveals how specific people respond to specific situations. People behave differently at work, for example, than they do when they are at a party – especially after a drink or two. DISC, which is based on a modeled pioneered by Dr. William Marston in 1922, assigns characteristic traits to people based on their level of dominance, inducement, submission or compliance.

Every salesperson is unique, but the best among them share similar traits. Businesses should use DISC analysis to identify candidates who test high for dominance and high for inducement or influence. These candidates should shoot to the front of the hiring line.

Great Managers Constantly Inspire and Motivate the Team

Psychometric testing helps directors identify the best recruits. But it is up to the managers to keep those recruits motivated, keep them interested, and prevent them from dreading their workday.

So many managers use negative reinforcement to motivate salespeople. Some announce who didn’t meet that month’s target. Others go out of their way to identify the team members with the lowest numbers.

But these are losing strategies.

Salespeople are, well, people — and people like to be liked. People like to be appreciated. Great managers understand that two things motivate virtually all salespeople: reward and recognition. Good bonuses and public acclaim are often more powerful motivators than the fear of public ridicule.

Work ethic and a good corporate culture are more important than a manager’s personality. But dynamic, motivated salespeople are not easily inspired by dull managers who lack charisma. Dynamic, motivated sales teams can only be led and inspired by managers who are equally up to the task.