Never Hire a Bad Salesperson Again: Selecting Candidates Who Are Absolutely Driven to Succeed

by Christopher Croner and Richard Abraham

Underperforming salespeople are perhaps the greatest cause of frustration to sales executives and financial loss to business owners. The cost of hiring and keeping a bad salesperson can range from six... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0974199613
• ISBN13: 9780974199610
• Release Date: October 2006
• Publisher: The Richard Abraham Company, LLC
• Length: 160 Pages
• Weight: 0.10 lbs.

Customer Reviews

Take this book for a test drive before an applicant takes you for a ride

I read over 100 books on sales effectiveness a year and this book can save you and your company tens of thousands of dollars by preventing hiring mistakes. Most sales managers hire salespeople that are likeable and who can sell themselves. They think, "If he or she can sell me, they can sell anybody." Unfortunately, these salespeople often fall short because they are only perform well when it comes to telling you what you want to hear. I like this book for three reasons. 1. The authors are top professionals in the field 2. The book focuses on the salesperson's "drive" to succeed, the "fire in the belly." 3. The authors give you a smart interviewing guide that allows you to look "under the hood" so you can find out what drives that person to win. It's a great little GPS for sales success, and a lot cheaper.

Coming from a Sales Recruiter!

If you are responsible for recruiting salespeople, buy this book. It will save you a lot of stress and hassle in the interview process. I learned exactly what to say, and, more importantly, what not to say, to make sure I get the most accurate read on a candidate. This book has sharpened my approach and accuracy. Gary Napotnik, Managing Director HDJ & Associates Inc

Feedback from Sales VP

Recruiting and building a high performance sales team may be one of the most challenging aspects of any sales leader's responsibilities. If you have ever hired a salesperson who made you believe they were great only to find out that they were below average performers 9 months later, buy this book. It's a quick read that provides practical advice and clever techniques for accurately predicting who will succeed and who will fail. I have been using Dr Croner's methods and tools for the last several months in my recruiting efforts and they have proven very useful in identifying the charlatans and confirming the real stars. Without a doubt this is the best business book I have read in a very long time. A must-read for sales professionals who need to build the best team they possibly can.

So much in so small a book

Abraham and Croner have really hit the mark with this book. A good deal of the book deals with the hiring process, but they also offer great tips and ideas on how to assess your current sales team. It is an easy and quick read with many simple "do this; it works" types of ideas. Every new sales manager and every small business owner should make this a must read! Hard to believe so much could be packed into 142 pages!

Practical and readable

Croner and Abraham have written the only practical and readable book I have found on this critical topic. A compelling blend of spicy prose and scientific rigor, I could not put this book down. Their core focus on "drive" is relevant even for sales positions that are strategic or relationship-based. Given that sales managers will reject anything that is overly complex or too academic, they will find these formulas to ring true, and will look at their sales team with a fresh, critical eye. Most importantly, here are practical ideas that can be put to use immediately. As an industrial psychologist who has worked in this field for 20 years, this book is the real deal.