I met an old friend for lunch last week. We've known each other for almost 20 years and whenever he calls, I'm always willing to drop what I am doing and share a few hours of "bonhomie" with him. I'll be eternally grateful to this friend because he gave me my first break in recruiting.

This was in the early nineties and I was just starting out. He was running a company with a sales force of about 10 people and looking to expand his group. He called me in to meet with him and his very dynamic vice president of sales. I needed to get a full sense of what they were looking for in a salesperson and of their hiring process. Because the fees were contingent on our finding a salesperson, I knew having all of the information was a critical first step.

It was a good meeting. I asked pertinent questions, calling upon my excellent recruiter training videos and those suggested by my boss. I quickly filled up three legal pages of notes! I had a commitment from them for times they could interview and a target start date for our new hire. I was chomping at the bit to get back to the office and pick up the phone to start my recruiting. As he escorted me to the door, my friend requested that his next comment be "off the record."

"There is one more thing I'd like, Betsy. I'd like a young guy with a big mortgage," he laughed. "What," I said, "are you talking about?" He then told me something very interesting. He said, "I've always found that the most successful salespeople — and I have spent my entire career in sales — are those who have to succeed. They have a lifestyle that is dependent on their success in sales. Whether they just bought a new house or a new, fancy car, or like to take expensive vacations, I've always found those are the guys and gals who are driven. See if you can find me a few of those!"

Is There Such a Thing as Positive Pressure?

Until that day, I had never thought about how the real pressure of having to meet financial obligations can work in a positive way for some people. Years ago, I sold alongside of one fellow who bought a new (quite expensive) car every two years. He told me then that he didn't mind the pressure of a big car payment — it actually motivated him to get out there and sell. And, I must admit, he was a top producer.

So, when you are hiring, short of asking someone how big his or her mortgage or car payment is, how can you tell if you are talking to someone who is motivated positively by financial pressure?

Here are three ways to find that out:

1. ASK — that's right! After you have reviewed their sales history and quota numbers (all the basic "stats"), just ask straight out what motivates them and then sit back and listen. Most will be very honest and tell you. I am fascinated by what motivates salespeople and, for most, money is a very, very big part of their motivation.
2. Review Their Salary History. When you are reviewing past sales jobs, ask for the base salary and the commission and bonus components of their compensation. Look for signs of career progression and subsequent increasing compensation. Many times I talk to candidates who take jobs with increasing responsibility and pay as their personal lives change, i.e., they get married and start a family, buy their first house, etc. These are good signs that they need to keep earning at a certain level and may be positively motivated by their increasing financial responsibility.
3. Catch It in the Conversation. My interview style tends to be very conversational. It's not unusual for me to uncover where a candidate went on his vacation last year or even what kind of car he is driving. I take note of pieces of information that reveal his lifestyle. I then quickly ascertain roughly how much compensation a candidate needs to accommodate that lifestyle. You can do the same. Trust me, it's not hard. Just keep your ears open and the conversation light.

There is a lot to be said for hiring a salesperson who, for whatever reason, is driven to be financially successful. While I personally hate to see anyone under so much pressure, financial or otherwise, there are times when that pressure can be a positive force for both of you.

P.S. Bear in mind that while there is much to be learned by understanding a candidate's complete picture, there are rules and regulations regarding what can and can not be asked in a job interview. For more on this, check out this "HR Matters" newsletter.