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
Praise for Never Hire a Bad Salesperson Again:
- The authors are top professionals in the field
- The book focuses on the salesperson’s “drive” to succeed, the “fire in the belly.”
- 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
– Kevin Cushing, CEO
– Deb Benning, Vice President of Sales
Ace Metal Crafts Co.
– Don Lazzari, Vice President of Sales
– Thomas Gruenwald, Vice President
Strategic Resources for Tellabs
– Tammy Bitterman, Founder and Managing Partner
The Acceleration Group
“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.”
– Neil T. Witmer, Ph.D.
Principal, Witmer & Associates
– Gary Napotnik, Managing Director
HDJ & Associates Inc.
– Ross Rosenberg, Vice President, Business Development & Marketing
“Abraham and Croner have really hit the mark with this book. A good deal of the book deals with the hiring process, but they also offer great tips and ideas on how to assess your current sales team. It is an easy and quick read with many simple “do this; it works” types of ideas. Every new sales manager and every small business owner should make this a must read! Hard to believe so much could be packed into 142 pages!”
– Mark Burrall, Principal