15 Sep Stopping The Payroll Machine, Why It’s So Hard
“You have to determine a producer’s drive and motivation before you hire them. I recommend a tool that has been used over a million times by managers who want to hire race horses, not plow horses. Race horses have a sense of urgency and they are results oriented producers. They prospect, They drive for information. They get deals closed.” – Randy Schwantz
Fred hired Bob and a year into it, Bob's not making his numbers.
Fred made 3 mistakes, maybe more…. (we've already covered 2 of them).
The 3rd big mistake… Which is anything but obvious is ‘fire in the belly,' ambition or drive.
When you look at Bob, when you talk to Bob… he's impressive. He's just got a certain level of charisma that makes you think he can do anything he wants to do… and he can.
He can do anything he wants to do.
Here's the problem…Bob already had a decent job when he met Fred. He was making a decent living. He had an attractive girlfriend. He was having the time of his life, dating, partying, and playing golf with his buddies.
Beyond that, no real ambition.
Live inside of Bob's head for a few minutes and you'll realize what I'm talking about.
Bob hadn't ever gone through any hard struggles. He grew up comfortably…
None of this is big news… it's just who Bob is. If Fred had known this, do you think he would have hired him?
Hopefully not.
HIRING PRODUCERS IS TRICKY
Hiring producers is nothing like hiring CSRs. CSRs are in a controlled environment; producers are just the opposite. CSRs do work today and you can see the result. Producers plow the field, plant the seeds, water the plants, pull the weeds and then maybe a crop.
Having the ability to hire a producer can change your life. So, the sooner you start learning the ‘not-so-obvious' subtleties, the faster you'll build a great sales team.
-Randy (Ambition is King) Schwantz
P.S. If you want to short-cut the ambition/intensity/fire in the belly assessment, take a look at this (for agency owners and sales leaders.)
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