Michael Jordan, Lance Armstrong, Tiger Woods. Would they make good salespeople....or not? Kevin talks to Chris Croner, a Principal from SalesDrive, and the co-author of Never Hire a Bad Salesperson Again about hiring high performing sales hunters. 00:00 Cold Open 00:48 Most Unusual Sales Interview 02:30 Introducing Dr Christopher Croner 03:30 The secret sauce to hiring the best sales professionals 04:45 Competitiveness 05:00 Optimism 06:00 Would Michael Jordan make for a good hunter salesman? 08:00 Money is like points on the board for sales professionals 09:00 What separates the great performers from the mediocre? 10:00 The volitional model of motivation: need for achievement, competitiveness, & optimism 12:00 Kevin and Chris roleplay an interview process. 12:45 Tips on the interview process for an interviewer or HR professional. 13:45 Using behavioral questions to discover patterns. 15:00 The magic wand question to observe behavior. 16:00 The first interview question: sacrifice? 18:30 Analyzing the response in regards to need for achievement. 20:45 The second question: when were you last comeptitive at work? 22:45 Debriefing the response in regards to competitiveness. 23:30 Identifying someone who is high in competitiveness but low in need for achievement 24:15 The power of using the "echo" in the interview process. 25:00 Dr Croner explains the Columbo, "one down" approach to interviewing 26:15 Kevin and Chris recommend the book Topgrading For Sales 26:45 The value of ...
Keywords: Chris Croner, salesdrive, high performance, Business Development, sales, cold call, pitch, interview, email, voicemail, phone call, phone, SEO, startup, entrepreneur, close, closing, CTR, outbound, inbound, leads, specialization, CRM, direct sales, outside sales, top down, process, tips, tricks, techniques, strategy, tactics, sales pitch, hiring, training, contact, linkedin, Highrise, Rapportive, motivation, management, sales job, B2B, B2B sales, advertising, prospect, lead gen, playbook
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