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Take The DriveTest® So You Can Hire Right, With Christopher Croner

January 14, 2018

Read your prospects to sell how they want to buy

Stream below or right click here to download the episode. 

Sales Hiring Tips you’ll learn in The Sales Podcast…

  • SalesDrive

  • Finds the “hunters”

  • The DriveTest®, three non-teachable attributes = Drive

    • Need for achievement.

      • “A soldier will fight long and hard for a bit of colored ribbon.” – Napoleon Bonaparte

    • Competitiveness

      • Peers

      • Win customers over to their point of view

    • Optimism (resiliency)

    • Drive is the easiest to fake in an interview and the most difficult to accurately rate

    • Assessment + interview questions

  • What makes a great salesperson?

    • Persuasion

    • Organizational skills

    • Etc.

  • 5 keys in  

    • Conscientiousness: achievement orientation

  • Nature vs Nurture

    • Parents must hold their kids accountable

  • The cost of an under-performer can impact you negatively to the tune of 6-figures easily

    • His tests are just $200 so you can afford it, even if you’re just starting out

  • Bigger companies need to streamline their interview process

  • He gives “forced choice” questions

  • Needs to also be a fit culturally

  • If they are low on need for achievement and competitiveness then their optimism can kill your company

  • Strong need for achievement helps balance them from being a bull in a China shop

  • Gut feel is still important. There must be chemistry.

  • Smart sales people will study how to interview and they’ll take over the interview

  • This is like “Consumer Reports” for reviewing your candidates

  • You can teach people how to do a demo and connect with people

  • You must have the culture to manage the sales hunters

  • Look for candidates with external motivators like a mortgage and car payments

Links Mentioned In The Sales Podcast