Never Hire a Bad Salesperson Again. Selecting candidates who are absolutely driven to succeed. Dr Christopher Croner & Richard Abraham.
Never Hire a Bad Salesperson Again. Selecting candidates who are absolutely driven to succeed. Dr Christopher Croner & Richard Abraham. 2014. ISBN 9780974199610. I admit it, I am an engineer and during my career I have been drawn to logic and measurement tools that help in the sales and marketing process. I have always rejected that it is an Art and you can rely on your gut for making hiring decisions. And finally here is a book that provides insight and tools to address the hiring process, backed up by significant research. The A performers have drive ( a combination of competitiveness, a need for recognition and optimism) . These authors have sussed out how to identify the indicators of drive and incorporate it into your hiring process. A tool for every sales manager and entrepreneur to read and have handy. This is an excellent addition to the sales managers toolkit. But you have to use it. I appreciate that it is short and snappily written so that any sales manager can get up to speed quickly. Best advocacy of the importance of an industrial psychologist I have read.
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Category: Management, Sales, Sales Effectiveness, Sales Efficiency, Strategy
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