Underperforming salespeople are perhaps the greatest cause of frustration and financial loss to sales executives and business owners. The cost of hiring and keeping a bad salesperson can easily range from $50,000 to millions of dollars annually, depending on the industry. To make matters worse, many companies waste money by trying to train salespeople who do not have the core personality needed to succeed in sales.
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. Identifying Drive during the hiring process is critical to finding top-performing salespeople.
So what is Drive made up of and is there a repeatable process for finding high-performance hunter salespeople?
In this 7-minute video interview excerpt, with David Domos of WhyBuyFromYou.com, Dr. Chris Croner shares the three personality traits common to successful hunter salespeople and how you can identify them in the hiring process.
In addition, Dr. Croner also shares
- What many sales managers look for in candidates and what they should be looking for instead
- How to source and assess high-performance salespeople
- The best interview techniques to use when interviewing sales candidates
- How nature and nurture impact sales grit and hardiness
Watch this video to learn how you can set up a proven repeatable process for selecting, interviewing and, ultimately, hiring high-performance hunter salespeople.