- Sales - Hiring High Performing Sales Hunters

TL;DR

Dr. Christopher Croner reveals the three key characteristics essential for successful salespeople: need for achievement, competitiveness, and optimism.

Transcript

Michael Jordan Lance Armstrong Tiger Woods would these guys make good Hunter salese stick around to find out on today's episode of this weekend sales hello and welcome to this week in sales I'm Kevin Gaither the CEO and founder of inside sales recruiting you may call our goal of the show here is to help sales professionals with tips and tactics and... Read More

Key Insights

• 🤩 The need for achievement, competitiveness, and optimism are the three key traits that differentiate successful salespeople.
• 😷 Asking behavioral questions and using techniques like the echo and fly on the wall approach can help interviewers uncover these traits in candidates.
• 💄 Drive and motivation are generally innate and difficult to change, making it crucial to assess these traits during the hiring process.

Questions & Answers

Q: What are the key characteristics of successful salespeople?

According to Dr. Croner, successful salespeople possess a high need for achievement, competitiveness, and optimism. These traits drive them to constantly set high goals, win over customers, and persist in the face of rejection.

Q: How can interviewers identify these traits in candidates?

Interviewers should ask behavioral questions that require candidates to provide specific examples of their drive, competitiveness, and persistence. They should also dig deeper by asking follow-up questions and using techniques like the echo and fly on the wall approach to elicit more information.

Q: Can these traits be developed or are they innate?

Dr. Croner explains that while certain sales skills can be taught, the traits of drive and motivation are generally innate and difficult to change. Therefore, it is crucial to assess a candidate's natural inclination towards achievement, competitiveness, and optimism during the hiring process.

Q: What happens when a salesperson lacks one or more of these traits?

If a salesperson lacks the need for achievement, they may plateau in their performance once they reach a certain level. If they lack competitiveness or optimism, they may struggle to overcome challenges and persevere through rejection, limiting their potential for success.

Summary & Key Takeaways

• Dr. Christopher Croner discusses his research on the traits of successful salespeople, identifying the need for achievement, competitiveness, and optimism as key characteristics.

• He emphasizes the importance of asking behavioral questions in interviews to determine a candidate's drive and motivation.

• Croner provides insights into the interview process, including the significance of having prepared questions and techniques such as the echo and fly on the wall approach.