When you’re hiring sales professionals to lead a team or to work independently, one of the key characteristics to look for is whether the individual is goal-oriented. What motivates them the most? Even though sales requires a self-motivated and driven personality, some candidates may not have the ability to successfully identify and realize their goals. You need individuals who have a track record of success achieving their goals so the interview process may require asking certain questions.

Here are some ways to determine whether a candidate is goal-oriented:

Ask About Their Top Achievements

Many top performers in sales are comfortable talking about their achievements and won’t hold back on sharing what it took to achieve their goals. Finding out more about these achievements can help determine whether a candidate is driven and motivated enough to pursue a goal. Ask them to share some of their biggest achievements and also some of their biggest setbacks, and what their opinion about these situations was. Goal-oriented candidates will show you a track record of wins and also attempt to do better the next time or change their approach when they did end up failing.

Find Out If They Have a Strategy for Setting Goals

Dedicated and successful sales team members will follow a specific strategy to identify and set their goals, and monitor their progress as they go about achieving them. Ask the candidate whether they have such a process or what their process is. This will give you a fair idea of how committed they are to achieving goals.

Determine What Motivates Them

Some people need specific rewards or achievements, such as money or recognition, in order to accomplish their goals. Others are intrinsically motivated so they will keep working towards their goals for the sake of pursuing the goal itself. Either way, it’s a good idea to see what the driving force is behind candidates so you can determine whether they would be a good fit for your sales team.

If you’re looking for professional and experienced sales professionals to join your team, consider working with a reputable staffing firm. The Morris Bixby Group can help you find ideal candidates for open sales positions.