Book

Book Description of Never Hire a Bad Salesperson Again

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, provides:

• Psychological research behind the three elements of Drive: Need for Achievement, Competitiveness and Optimism
• A valid hiring process for selecting top performers
• Interview questions to accurately determine whether a candidate is Driven

 

Purchase Your Copy of Never Hire a Bad Salesperson Again Here

 

Praise for Never Hire a Bad Salesperson Again:

 

“I read over 100 books on sales effectiveness a year and this book can save you and your company tens of thousands of dollars by preventing hiring mistakes. Most sales managers hire salespeople that are likeable and who can sell themselves. They think, “If he or she can sell me, they can sell anybody.” Unfortunately, these salespeople often fall short because they only perform well when it comes to telling you what you want to hear. I like this book for three reasons.

1. The authors are top professionals in the field
2. The book focuses on the salesperson’s “drive” to succeed, the “fire in the belly.”
3. The authors give you a smart interviewing guide that allows you to look “under the hood” so you can find out what drives that person to win. It’s a great little GPS for sales success, and a lot cheaper.”

– Gerhard Gschwandtner, Founder and Publisher

Selling Power

 

“Recruiting and building a high performance sales team may be one of the most challenging aspects of any sales leader’s responsibilities. If you have ever hired a salesperson who made you believe they were great only to find out that they were below average performers 9 months later, buy this book. It’s a quick read that provides practical advice and clever techniques for accurately predicting who will succeed and who will fail. I have been using Dr Croner’s methods and tools for more than a year in my recruiting efforts and they have proven very useful in identifying the charlatans and confirming the real stars. Without a doubt this is the best business book I have read in a very long time. A must-read for sales professionals who need to build the best team they possibly can.”

– Don Lazzari, Vice President of Sales

Vocollect Healthcare

 

“I’m Vice President of Sales for a stainless steel manufacturer, and have found this book very helpful in our sales hiring process. The book has given us a solid strategy to make sure we hire only those with the potential to be top producers. The interview techniques were easy to use and very revealing. I recommend the book to anyone who wants to hire “hunters” to grow their business.”

– Deb Benning, Vice President of Sales

Ace Metal Crafts Co.

 

“If you are responsible for recruiting salespeople, buy this book. It will save you a lot of stress and hassle in the interview process. I learned exactly what to say, and, more importantly, what not to say, to make sure I get the most accurate read on a candidate. This book has sharpened my approach and accuracy.”

– Gary Napotnik, Managing Director

HDJ & Associates Inc.

 

“When it comes to hiring salespeople, the cost of failure is simply unforgivable. There’s no one better to provide direction on reducing that risk than Dr. Croner. Buy this book. Read it. Use it.”

– Tammy Bitterman, Founder and Managing Partner

The Acceleration Group