Tips for Getting to the Truth in Interviews Drive is composed of three non-teachable—after adulthood—characteristics: Need for Achievement, Competitiveness and Optimism. These traits, when combined, allow a salesperson to sustain high performance over time in an environment of extreme competition and rejection . . . things that eventually grind down non-Driven salespeople.  Drive: The Most Important Innate Characteristic in Salespeople, But, Easy to Fake in a Job Interview was last modified: November 21st, 2013 by Dr. Chris Croner

Relationship skills are critical for high-performing salespeople, whether they are in account acquisition or account maintenance roles.  Many companies look for candidates who can start producing very quickly.  Whether they are cold calling a new account or managing a demanding current client, the best salespeople are skilled at making emotional connections that last a lifetime.  One of the most important aspects of doing so is dealing with difficult customers.  To gauge a candidate’s ability to do so, we can ask one key question . . . Can My Candidate Handle Difficult Customers? was last modified: October 31st, 2013 by Dr.