In our last post, we explained what a growth mindset is—and why it matters in sales. Now, let’s answer the critical follow-up: How do you measure it before you hire?
The secret lies in combining three predictive tools used in our Recruit the Best System™:
The Three Predictors of Sales Growth Potential
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Cognitive Ability
Measured by the LSS (Learning Style Survey), this assesses how well candidates can handle complexity, change, and smart buyers using verbal, math, and problem-solving strengths. -
Personality Traits
Assessed via the CTS Sales Profile, this reveals how someone naturally thinks and behaves within your unique sales culture, process, and customer base. -
Conscientiousness
This is the game-changer. It includes work ethic, integrity, responsibility, motivation, and concern for others. Conscientiousness turns potential into performance—it’s the piston in the engine.
Growth mindset without conscientiousness = “I could get better.”
Growth mindset with conscientiousness = “I will outwork this until I get better.”
Personality Traits That Align with Growth Mindset
To identify growth-oriented candidates, look for this personality pattern in the CTS:
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High Optimism: “I can overcome challenges and achieve my goals.”
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High Belief in Others: “People can grow, and my coach is here to help.”
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Moderate Ego/Duty: Balanced ambition without arrogance.
Watch out for fixed-mindset risk traits:
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High Self-Promotion: Ego defense, resistant to feedback
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High Recognition Drive: Image-focused over growth-focused
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Very High Independent Spirit (without humility): The “uncoachable lone wolf”
Conscientiousness = Traction for Growth
Even with intelligence and the right personality traits, conscientiousness is what creates traction.
It’s the trait that turns:
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New knowledge into skill
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Skill into habit
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Habit into high performance
This is how you separate aspirational talk from evidence-based action.
Structured Interviewing: Don’t Ask, “What Are Your Strengths?”
Instead, ask:
“Give me a past example that proves that strength.”
This approach uncovers:
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Honesty
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Work ethic
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Responsibility
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Care for others
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Motivation
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Coachability
If you’re serious about hiring reps who grow, start by screening for growth mindset + conscientiousness—not just raw talent or IQ.
In the next blog, we’ll give you exact interview questions you can use to reveal these traits clearly and consistently.