Hiring salespeople: How to hire top producers who will drive growth

Dr. Chris Croner is an entrepreneur and sales psychologist with a Ph.D. in Clinical Psychology, which he has used to study and understand salespeople. 

Dr. Croner is co-author of the book, Never Hire a Bad Salesperson Again, detailing his research and practice in identifying the non-teachable personality traits common to top producers.

Dr. Croner developed the proprietary DriveTest® online sales ability test and The Drive Interview®, both used for hiring “Hunter” salespeople. Using this method, he has helped over 1,000 companies worldwide to hire and develop top-performing salespeople.

Dr. Croner has served as an adjunct faculty member at the Chicago School of Professional Psychology, teaching personnel selection in the Industrial Psychology Master of Arts program. Dr. Croner is an active member of the Consulting Section of the Illinois Psychological Association and former Co-Program Chair of Chicago Industrial/Organizational Psychologists (CIOP). Dr. Croner is also a partner with the DePaul University Center for Sales Leadership.

In this episode, he shares how we can go about hiring salespeople who have the potential to be top producers who will drive growth. Insights he shares include:

• Why do many businesses believe that gut instinct alone is a good way to go about hiring salespeople
• Why ask a series of structured questions that pertain to a specific competency when hiring salespeople
• Why the need for achievement should play an important role in hiring salespeople
• The 3 characteristics or traits to look for in hunter salespeople
• How to look for predictors of future behavior
• How to expose guarded truths when interviewing potential salespeople
• The place for probation in the hiring process
• and much much more ...