In this episode, we explore the first of nine key personality traits to assess when hiring superior salespeople for high and low activity sales positions with short and long sales cycles. We start with deadline motivation, a salesperson's drive to achieve quick results, and explore how it can make or break a sales deal. We discuss how some salespeople prefer a steady pace, while others have an unquenchable desire to achieve immediate or near-term goals. We delve into how to identify a person's level of deadline motivation and how managers can use this information to tailor training and coaching to each salesperson's strengths and weaknesses. Finally, we examine how high deadline motivation is not the only factor in sales success, but an essential component in a high-pressure, fast-paced sales environment. Tune in to learn how to improve your deadline motivation and which types of sales roles are best suited to different levels of deadline motivation.