Never Hire a Bad Salesperson Again: Selecting Candidates Who Are Absolutely Driven to Succeed

by Christopher Croner, Richard Abraham, Steve Polacek (Illustrator)

Underperforming salespeople are perhaps the greatest cause of frustration to sales executives and financial loss to business owners. The cost of hiring and keeping a bad salesperson can range from six to seven figures annually. To make matters worse, many companies waste money by trying to train sales skills in people who will never improve.

Research shows that the most important factor for success in sales is a person’s Drive – the inner fire that ultimately determines if they will thrive or fail. This critical trait is hardwired by adulthood, and cannot be improved with sales training. The job interview process must accurately evaluate Drive to identify those with this core personality trait.

Research also shows that Drive is one of the toughest traits for interviewers to rate and one of the easiest traits for candidates to fake. Unfortunately, many sales managers hire based heavily on gut instinct. Thus, they are severely disappointed later. This new, second edition of Never Hire a Bad Salesperson Again,

Updated psychological research behind the three elements of Need for Achievement, Competitiveness and OptimismA comprehensive and valid hiring process for selecting top performers from recruiting to onboardingAnd powerful, new hiring tools and worksheets guide for writing job ads that attract producersA Behavioral Interview Planning Form and more than 50 behavioral interview questionsSalesperson Onboarding Guide . . . and much more!

146 pages, Kindle Edition

Published March 9, 2022

Reviews

[Jonathan Crary · Rating 4 out of 5]

Good book. I think the questions are quite useful.