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What Really Turns Top Salespeople On? By Bill Brooks, CEO, The Brooks Group There are tons of theories about what the “blueprint” of a top-performing salesperson looks like. Read this article to learn research-based information about what really drives top-performers

At The Brooks Group we were recently involved in research related to sales performance. Being in the business we’re in, it should come as no surprise to you that this is the type of research we do!

• A specific Behavioral Style (personality) had very little to do with success. In fact, the spread of behavior or personalities across the personality spectrum was broad and diverse. The conclusion? Unlike sales folklore would have you believe (or even half-baked theories), personality characteristics pegged to success are relatively difficult to justify. In fact, successful salespeople’s personalities vary as much as their clothes do! Core values were far different, however. And also, quite startling. Here are the facts: 78% of the top performers all shared the same, basic, driving value. What was it? A basic interest in financial gain! And that is across two cultures. One in Europe and another here in the states.

• As coarse as it may sound, top salespeople are fueled by the opportunity to earn a significant amount of money (78%).

• Having someone who is not “turned on” by financial gain doesn’t necessarily mean they’ll be a poor performer. It does mean, however, that there is only a 22% chance that they will “shoot the lights out” as a top sales winner.
  

• Personality is not nearly as important to sales success as is a core value.

• To fuel top sales performers it is essential that the playing field be level for them to earn as much money as they possibly can.

• Personality or behavior is something you can see. Values are things that must be measured. The former you can sense in an interview or observe through interaction. Values, although far more valuable predictors of sales success, are not nearly as observable.

• Motivation really does come from within. The reason is that that is where values live and flourish. They are part of a person’s internal “warning” system. That unique configuration that truly does make a person who they really are.

The ramifications of this for salespeople are also essential and just as clear. Here are three: 

• If you are “turned on” by the opportunity to make money, sales is a great profession for you.

• If you feel that earning a significant income is not politically correct, only done through illicit means, is undeserved or isn’t justified, you probably will always be an average or below salesperson.

• Find out what really turns you on and go after it – whether it’s learning or teaching, art or creativity, helping others, working in a highly regulated environment – whatever! You see, these are things that are more important to you other than working toward high economic gain.