How to identify personality traits in "Hunter" Salespeople.

Top Takeaways

Use some type of assessment

Understand the three non-teachable traits

Ask questions about past experiences

Ask for consistent examples

THE THREE TRAITS

1. Need for achievement
2. Competitiveness
3. Optimism

Dr. Christopher Croner is a Principal with SalesDrive, LLC, a firm that specializes in the selection and deployment of high-performing 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® sales assessment and the Drive Interview®, both used for hiring "Hunter" salespeople. Using this method, he has helped more than 1,00 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 a 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.

Dr. Croner received his BA in Psychology from DePaul University, and his Masters and Ph.D. in Clinical Psychology from Southern Illinois University at Carbondale.

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