Christopher J. Croner, Ph.D.

Transcription

1 Christopher J. Croner, Ph.D.

2 We ve All Been There I just don t understand John. He seems to have all the tools, yet he s satisfied with merely reaching his quota. Why won t he sell more? Bill is breaking my heart. He seemed full of energy when we hired him. He interviewed so well and passed all the standard tests. But now, he s just wasting everybody s time (and my money)! How could someone like this look so good in the interview?

3 Drive The Key Factor 3 essential elements Need for Achievement Competitiveness Optimism

4 Drive is Critical Drive is Critical Without Drive, most training is moot. Drive is especially critical in new business development. Drive is almost impossible to develop.

5 Need for Achievement Need for Achievement Research shows that top salespeople are ambitious, disciplined, and focused on career development.* Will set the bar high and jump over. Work long and hard for excellence. *Vinchur et al. (1998) When I had my run in 1999 and 2000, I won 17 times. That was great, but it can always be better, right? That s how I approach each and every practice session, each and every shot I play. - Tiger Woods

6 Picture Test Picture Test What is this boy thinking?

7 Competitiveness Competitiveness Competitive salespeople are hard-wired to be #1. Will work to surpass their coworkers and win over the customer. Research: Competitiveness leads to harder work and better performance.* *Krishnan, Netemeyer, & Boles (2002) I play to win, whether during practice or a real game. And I will not let anything get in the way of me and my competitive enthusiasm to win. - Michael Jordan

8 Optimism Optimism The salesperson s expectation that they will succeed. Persistence in the face of rejection.* Motivation means nothing without optimism. *Schulman (1999) As upset as I was at the time, it made me think, I m going to prove I can play football professionally. - David Beckham

9 Why Do Low-Drive Salespeople Get hired? Drive is the hardest personality trait to identify.* Good actors can be mistaken for good salespeople. Typical paper-and-pencil personality tests are too easy. *Barrick, Patton, & Haughland (2000)

10 Candidates Candidates 2 Steps for Identifying Drive: 1. Use the DriveTest to screen candidates 2. Conduct the Drive Interview for those who pass the test

11 The DriveTest Measures all three elements of Drive: Need for Achievement Competitiveness Optimism Combines all three elements into a total Drive score Uses Forced-Choice questions

12 Sample Question Sample Question Need for Achievement Choose which of these statements is most like you, and which is least like you M L 1 A I focus on career progression B I enjoy social activities C I develop new approaches

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14 Weak Candidate

15 Weak Candidate

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17 Strong Candidate

18 Strong Candidate

19 DriveTest Process Best Practice Procedure 1. Candidate receives from SalesDrive with login instructions. 2. Candidate takes 30-minute DriveTest online. 3. SalesDrive sends report to company within one business day. 4. Candidates who pass go on to interview. Candidates who score low: process is terminated.

20 Your Current Team Your Current Team The Production Builder will tell you: 1. Is the salesperson more prone, psychologically, to prosper in account acquisition or current account development activities? 2. How can you motivate and train high-potential B-players to reach the A level? 3. What skills does the salesperson possess that could be complementary when building teams? Drive cannot be developed But, outstanding teams can be developed by the complementary matching of natural talents.

21 Bottom Line Bottom Line Drive Critical to sales success. Composed of three elements: Need for Achievement, Competitiveness, and Optimism. Candidates Hire those with the Drive to perform. Do not waste time on lost causes. Current Salespeople Deploy your current salespeople based on their profiles, and team them up to maximize their production.

22 Special Offer Bottom Line Free DriveTest -Includes debrief with Dr. Croner. *Limit one test per company. This promotion is valid for a limited number of applicants on a first come first serve basis. SalesDrive retains the right to terminate this offer at any time without notice. Office: ccroner@salesdrive.info

23 Questions