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

by Christopher Croner, Richard Abraham, Lori Meek Schuldt (Editor)

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 he or she 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. To make matters worse, many sales managers hire based on gut instinct. Thus, they are severely disappointed later.This book, Never Hire a Bad Salesperson Again, research behind the three elements of Need for Achievement, Competitiveness and Optimism-A valid hiring process for selecting top performers-Interview questions to accurately determine whether a candidate is Driven

172 pages, Kindle Edition

First published October 9, 2006

Reviews

[Nikita Agarwal · Rating 2 out of 5]

This book could have been an essay

Very little substance. No examples and stories.
Too much promotion of their assessments and service.

[Eliot · Rating 4 out of 5]

Liked this book when I first read it and after many years of sales hiring and recruiting, know this is the gospel, especially for sales hunter roles.