- Sales - Hiring High Performing Sales Hunters
发布时间 2011-10-27 00:23:24 来源
摘要
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 using the threat of reference check within the interview
27:30 The third question: persistence?
31:00 Explaining Kevin's answer to the optimism questions.
31:15 Dig for specifics in regards to record-keeping, amount of touches, etc
32:15 Ask people to give you a snapshot of the moment they describe to establish patterns
33:30 Do you assume people are lying? How do you find out?
35:00 Summary of Chris's advice
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