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Why Great “Actors” Often Don’t Make Great Inside Sales Reps

Interview Inside Sales

...And How to Spot Them Before They Burn Up Your Time And Money

Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Croner, Principal at Sales Drive, LLC.

Have you ever felt burned by a sales candidate who looked great in the interview but failed to meet your expectations?  This is one of the most heartbreaking and frustrating experiences for sales managers and business owners... And, unfortunately, it is also one of the most common.  Many candidates come with seemingly ideal experience and potential, and yet the best sale we get out of that candidate is their interview performance.  Although these situations can be very discouraging, we can avoid them by looking beyond the candidate’s demeanor, experience level, and even track record, and instead into the most important non-teachable predictor of success: the candidate’s innate level of what psychologists call Drive, a critical 
personality trait and key aptitude that research shows must be in place to succeed in “hunter” type sales positions.

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