Sales Assessments Archives - Page 9 of 13

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Sales Assessments

Can Sales Tests Be Faked? Learn How to Separate Actors from A-Players

One of the most common questions we receive is whether a sales assessment test can be faked. This is an important concern, since the purpose of a sales employment screening is to separate the good actors from the high potential candidates. It is prudent to take a good look into any test before relying on it to screen your candidates. Unfortunately, many tests are very easy for candidates to quickly size up and fake their way through, creating a false impression of their level of motivation or ambition. These tests can create even more wasted time and money than if

My Favorite Candidate Did Not Score High on Drive! How is That Possible?

When recruiting “hunter” salespeople, hiring managers occasionally “fall in love” with a candidate with a great resume, who subsequently scores lower than expected on Drive. It can be tempting to ignore the test results, and move forward anyway, trusting gut instincts over the diagnostics. However, we ignore the warning of the test at our own risk. Here are three common reasons this situation occurs, and the key to avoiding it: The candidate has built up a great book of business over the years, but is more interested now in dialing back his/her work commitments. The candidate may talk a good

Past Performance Predicts Future Behavior

Psychologists will tell you that past performance is the best predicator of future behavior. Unfortunately, it is human nature for a job applicant to embellish past performance. Examples include taking credit for deals he/she played a part in but did not source, or referring to an outlier production year as the average or the norm. Past Performance Predicts Future Behavior was last modified: April 10th, 2014 by SalesDrive, LLC

My Candidate is Very Experienced with Lots of Contacts, Does Testing/Interviewing Matter?

A sales candidate who comes to you with substantial industry experience and/or a great book of business can seem like a dream come true. Considering the potential for leveraging the candidate’s experience and contacts, it may even be tempting to shortcut the testing and interviewing process. Make no mistake, experience is critical, especially when you need the salesperson to start producing quickly. However, a careful vetting process is still essential. My Candidate is Very Experienced with Lots of Contacts, Does Testing/Interviewing Matter? was last modified: April 3rd, 2014 by SalesDrive, LLC

How Bad Salespeople Get Hired

Despite the best intentions of hiring managers, bad salespeople still occasionally slip through the cracks and get hired. Clever actors and “professional interviewees” can talk a very good game. As we say in our seminars, sometimes the best sale you ever see out of a candidate is in the interviewing process. Of course, your sales team’s performance can make or break your company. Therefore, it is essential for sales managers to be aware of situations that allow underperformers to join their team. How Bad Salespeople Get Hired was last modified: March 20th, 2014 by SalesDrive, LLC

How to Use an Online Sales Test

Hiring managers often wonder about the best way to use an online sales test in their hiring process. Tests, such as The DriveTest™, give us a great deal of valuable information about candidates, alerting us to personality dynamics we might not otherwise have seen in the interview process. Here are three key points to remember when using a sales test. How to Use an Online Sales Test was last modified: March 6th, 2014 by SalesDrive, LLC

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Can Sales Tests Be Faked? Learn How to Separate Actors from A-Players

My Favorite Candidate Did Not Score High on Drive! How is That Possible?

Past Performance Predicts Future Behavior

My Candidate is Very Experienced with Lots of Contacts, Does Testing/Interviewing Matter?

How Bad Salespeople Get Hired

How to Use an Online Sales Test

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