One of the single biggest frustrations and financial losses many companies face is selecting sales candidates who interviewed well, only to flame out when placed on the line. Today’s guest uses his Ph.D. in Clinical Psychology to figure out who is most likely to win in sales.

Dr. Chris Croner is an entrepreneur, sales psychologist, and author. He has developed a system for identifying salespeople with the drive to succeed, helping businesses build better sales teams while avoiding underperformers.

Too many managers hire salespeople who are motivated by money when they should be looking for someone who is motivated by excellence. Much like an athlete looks at the score on the scoreboard as a reflection of how well they’ve done, the best salespeople consider the money they make nothing more than a byproduct of their achievements, not the achievement itself.

One of the most important human needs is fulfilling a purpose. That personal drive is a much more compelling reason to get out of bed in the morning than just meeting required sales numbers and then calling it good.

Optimism, resilience, passion, and purpose all add up to the kind of salesperson that you want on your team. Ask for stories in interviews that highlight these characteristics, and when you hear the stories, you’ll know you’ve found the right person for the job.

Interview Links:

The Drive Test — Free Assessment

Resources:

20,000 Scaleups

Scaling Up Summits (Select Bill Gallagher as your coach during registration for a discount.)

Bill on YouTube

Recruiter .com Short List (use code scaleup )

Scaling Up is the best-selling book by Verne Harnish and our team for Scaling Up Coaches (formerly Gazelles). We share how the fastest-growing companies succeed where so many others fail.

Bill Gallagher, Scaling Coach and host of the show, is an international business coach who works with C-Suite leaders to achieve breakthrough growth.

We help leadership teams with the biggest decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth. Scaling Up is based on Verne’s original best-selling business book, Mastering the Rockefeller Habits.

Did you enjoy today’s episode? If so, then please leave a review! Help other business leaders discover the Scaling Up Business Podcast so they, too, can benefit from the ideas shared in these podcasts.

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