The best predictor of future behavior is past behavior.

When interviewing a sales candidate it is important to get past his or her guarded responses by digging deeper and probing for the truth. There are some specific behavioral interview questions that you can use to uncover the information you need to determine if the candidate is a good fit for your company.

In this 5-minute video interview excerpt, with David Domos of WhyBuyFromYou.com, Dr. Chris Croner highlights which sales interview questions to ask to determine if your candidate has Drive, the number one predictor of sales success. Drive is made up of Need for Achievement, Competitiveness and Optimism. If you want an all-star sales team, you need to have Driven salespeople.

Watch this video to learn ­­­interview techniques to use to determine a candidate’s level of Drive, including the Magic Wand Question, which gets your candidate to give you the real reasons for leaving previous positions.