Got Drive? Why It's the #1 Trait to Look For in Any Sales Hire

You’ve seen it. Maybe you’ve felt it. That invisible fuel that propels some salespeople to greatness while others coast into mediocrity. That intangible but unmistakable fire that turns rejections into opportunities and average quotas into crushed records.

We’re talking about drive — and if you’re hiring for sales, you better know how to spot it, nurture it, and never let it slip through the cracks.

Because drive isn’t just a trait — it’s the trait. It’s the difference between “I sent a follow-up” and “I’m closing this damn deal.”

What Is Drive, Really?

Drive is the internal engine that powers action.
It’s not motivation — that fades. It’s not ambition — that can be misdirected. It’s not energy — that can burn out.

Drive is sustained, self-directed determination to get results — even when it’s hard, uncomfortable, or inconvenient.

It’s what keeps salespeople going after a day of no’s.
It’s what makes them wake up with a fresh plan the next morning.
It’s what makes them find the yes when no one else does.

Signs Someone Has Drive

Drive doesn’t come with a name tag. But it leaves tracks. Here’s how to spot it:

1. They Have a Track Record of Winning

Whether it’s sports, debate team, fundraising, or building a side hustle in college — people with drive tend to win. Or at least try hard enough that winning becomes inevitable.

2. They Hate Losing More Than They Love Winning

Driven people don’t need prizes — they need progress. And when they fall short, they don’t get defensive — they get better.

3. They Find a Way

Did they sell Cutco knives door-to-door in high school? Did they walk into a business cold to pitch their service? Driven people are resourceful, not reliant. They figure it out.

4. They Ask Hard Questions

Driven candidates want to know what success really looks like. They’ll ask about quota, territory, comp plan, and top-performer metrics. Why? Because they plan to be the best.

5. They Talk in Actions, Not Feelings

They don’t just say “I’m passionate about sales.” They say, “Last month I made 150 calls, booked 23 meetings, and closed 6 deals.” Drive speaks in outcomes.

How to Interview for Drive

🔥 Ask About Adversity

“Tell me about a time you failed — what did you do next?”

You’re not looking for a perfect answer. You’re looking for someone who took the hit, got up, and came back swinging.

🔍 Probe for Self-Motivation

“When you don’t have someone checking in on you, how do you stay on track?”

If they mention checklists, goals, routines, or habits — good sign. If they say they wait for direction… keep swiping.

💥 Look for Evidence of Grit

“What’s the hardest thing you’ve ever done?”

It doesn’t have to be sales-related. Ran a marathon? Moved to a new city without a job? Learned a language? That’s drive in action.

Why Drive Beats Everything Else

✅ You Can’t Coach Drive

You can teach a rep product knowledge. You can role-play objections. You can train on systems and tools.
 But you cannot install drive. It’s either there or it’s not.

📈 Drive Compounds Over Time

A driven salesperson improves every day — through repetition, feedback, and pure hustle. Over time, they become elite.
 An unmotivated salesperson? Plateaus fast.

💪 Drive Is Contagious

Put one driven rep in a room of average performers, and you’ll watch standards rise.
 Put one slacker in a room of driven reps, and they’ll weed themselves out.

So, How Do You Build a Sales Team Full of Drive?

You start by making drive the core trait you hire for — not just years of experience or shiny résumés. You create a culture where hustle is rewarded, resilience is praised, and everyone knows the scoreboard matters.

If you build your team around drive, everything else becomes easier:

• Onboarding is faster
• Performance is higher
• Turnover is lower
• Revenue goes up

Final Thought: Hire the Fire

In sales, it’s not the cleverest talker or the smoothest closer who wins.
It’s the one who keeps going.
The one who takes every no as a challenge.
The one who burns to be better.

So next time you're looking at a stack of résumés, remember:
Hire the fire — because drive is the difference.