“Test results of more than 1,000 sales professionals at a large bank using Management Drives show that there is a relation between sales performance and the drives of the vendors.”
Hans Versnel, director Management Drives
Comments
"Drives are predictors of behavior. Management Drives uses drives to find ways in which individuals, teams and organizations can work better together."
Management Drives
Sales Drives
Concept for Sales Training Programme - 2006
How sales is driven by drives
Many business relationships have difficulties when there is no ‘click’ between the client and the salesperson. This generally occurs because the two personalities are driven by different emotions.
The model of ‘Management Drives’ offers insights into the emotional drives of people. Using these insights ‘Sales Drives’ developed a unique programme: Six actors in six rooms, each representing a different value system, would act as the client and trainees would experience dealing with them. The results would be (i) that trainees would learn quickly what their own emotional drives were and (ii) would practice creating better interaction with people who have different drives.