Ever experienced hiring a bad salesperson? Or have you ever interviewed someone who turned out they were just faking the interview to land the job?
Well, you need to be better in your hiring process when you’re applying and interviewing for companies. As well, hiring managers need to a better job as selecting better sales people too.
Today’s guest, Dr. Chris Croner, talks about his book, Never Hire a Bad Salesperson Again.
1.Need for achievement
The person wants to do well just for the sake of doing well. And the person who has a high need for this naturally wants to set the bar high, jump over that, and set the bar even higher the next time. They’re focused on producing excellence just for the sake of excellence.
A competitive person wants to be the best among their peers and they want to win their customer over to their point of view. Psychologically, to them the sales is a contest.
This is the person’s sense of certainty that they will succeed as well as their resiliency to hang in there when they face the inevitable rejection they have to deal with.
Have your game plan ready.
Have your questions written out. Have your interview guide written out.
Not having a structured format to the interview process.
Hiring people who are just like you.
Find out whether or not the past success was related to brand recognition or was it really because of their own effort? This is a very important distinction many companies will miss.
Need for achievement:
Tell me about the time you remained persistent even though everyone else around you gave up. Tell me about it another time.
Who can benefit from The Drive Test
What great salespersons do on a day to day basis:
Constant ongoing development
When hiring for a hunter, look for that non-teachable drive piece!
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.