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

Read your prospects to sell how they want to buy

Stream below or right click here to download the episode.

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 salespeople 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

"Never Hire a Bad Salesperson Again: Selecting Candidates Who Are Absolutely Driven to Succeed"
Visit Dr. Christopher Croner's Sales Drive and get a complementary drive test and the production builder report (Sales management and HR)