#Business #Sales: Never Hire a Bad Salesperson Again
by Dr. Christopher Croner
Take this book for a test drive before an applicant takes you for a ride
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 is a salesperson’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 future superstars and avoid underperformers.
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 manager’s hire based on gut instinct. Thus, they are severely disappointed later.
This book provides:
•Psychological research behind the three elements of Drive
•A valid hiring process for selecting top performers
•Interview questions to accurately determine whether a candidate is driven
Dr. Christopher Croner
Principal SalesDrive, LLC
Dr. Christopher Croner is a Principal with SalesDrive, LLC, a firm that specializes in the selection and deployment of high performing salespeople. Dr. Croner is co-author of the book, Never Hire a Bad Salesperson Again, detailing his research and practice in identifying the non- teachable personality traits common to top producers. Dr. Croner developed the proprietary DriveTestTM diagnostics system, including the Drive InterviewTM for salesperson selection. Using this system, he has helped over 350 companies worldwide to hire and develop top- performing salespeople.
Dr. Croner has served as an adjunct faculty member at the Chicago School of Professional Psychology, teaching personnel selection in the Industrial Psychology Master of Arts program. Dr. Croner is an active member of the Consulting Section of the Illinois Psychological Association and former Co-Program Chair of Chicago Industrial/Organizational Psychologists (CIOP).
Dr. Croner is also a partner with the DePaul University Center for Sales Leadership.
Dr. Croner received his BA in Psychology from DePaul University, and his Masters and Ph.D. in Clinical Psychology from Southern Illinois University at Carbondale.
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What Readers Are Saying About This Book:
By Neil T. Witmer
Croner and Abraham have written the only practical and readable book I have found on this critical topic. A compelling blend of spicy prose and scientific rigor, I could not put this book down. Their core focus on "drive" is relevant even for sales positions that are strategic or relationship-based.
Given that sales managers will reject anything that is overly complex or too academic, they will find these formulas to ring true, and will look at their sales team with a fresh, critical eye. Most importantly, here are practical ideas that can be put to use immediately. As an industrial psychologist who has worked in this field for 20 years, this book is the real deal.