Apr 3, 2018
In this episode we meet Dr. Chris Croner author of the book, Never Hire a Bad Salesperson Again. In his book Chris shares his psychological research and practice in identifying the non-teachable personality traits common to top producing salespeople. Chris has identified this problem by focusing on personality traits. He found that the most important factor for success in sales is a person’s Drive – the inner fire that ultimately determines if he or she will thrive or fail. Chris and I discuss his system for identifying salespeople with the Drive to success, helping businesses improve their sales teams while avoid underperformers.
It’s important to be process driven in your hiring procedure.Too often hiring managers go with their gut vs a methodical process. The interviewer should be the one to take over the conversation. To make sure you never hire a bad salesperson again, do the following:
One way of finding the true values of a candidate is to force them to pick one attribute over another. Consider the following assessment:
Rank these most like you , somewhat like you and least like you
Other questions that further identifies their character include:
Remember candidates are on the best behavior. If you see ANYTHING wrong, this is bad. DON”T HIRE THEM!
Note people from big companies have infrastructure to help them succeed. Look for sellers of a similar sized company past.
Flatliners: People merely motivated by Money. It doesn’t last like those with a Need for Achievement
Be prepared. Make a list of behaviours sales managers would appreciate. Next to each item write down an example of where you’ve done that in the past. During the interview, use this list to drive the conversation. Make it clear, to your future boss, you have what it takes to knock it out of the park.
You can easily find Chris on LinkedIn
This is the free assessment link mentioned during the interview: https://salesdrive.info/free-trial-request/
This isn’t the first time we’ve talked about sales management. Here are past episodes you need to listen to now!