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astering the Art of Sales Management
Sales Management

Mastering the Art of Sales Management: Strategies for Success

Have you ever tried to figure out what makes a great sales manager “great”? While most people assume that it’s all about securing deals and meeting quotas, it is much more than that.  Leading a sales team effectively involves wearing many hats and a variety of skills, as well as an operational understanding of the field. Our goal here is to cover as many aspects of sales management as we can, and even offer some insights and guidance to help you succeed in the role of a sales manager.  The art of sales management is more than simply crunching numbers.
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Commissions incentives payment plans
Sales Management

7 Types of Sales Compensation Plans to Boost Employee Morale and Performance

Sales compensation plans are a great way to improve employee morale and boost employee performance. However, it’s critical to use the right sales incentive strategies to properly motivate staff. You must choose the types of sales compensation that resonate most with your employees.  In this post, we’ll look at seven sample plans and examine how to choose the best option for your company.  What Are Sales Compensation Plans? Also known as sales commission plans, these programs aim to increase sales productivity. Some might have the goal of general employee performance improvements for departments outside of sales. However, most are a
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Underperforming Salespeople
Sales Management

How To Handle Underperforming Salespeople

Do you know how to handle underperforming salespeople like an expert? Can you confidently help your team reach their full potential so that your business can continue to grow?  When sales team productivity drops, it is time to take a look at why. Anyone can have a bad day, but when salespeople regularly fail to meet expectations, it becomes a problem. Below, we will provide some insights to help address this.  Lastly, don’t forget to try the DriveTest® assessment to test the sales personality of each candidate before you hire them so you never end up with another bad sales
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sales manager helping a struggling sales team
Sales Management

3 Powerful Ways to Rebuild Your Struggling Sales Team

So, you have hired the top sales talent around. And maybe for a while, your sales team was meeting (or even exceeding) their daily quotas. But all of a sudden, the numbers are down. Revenue is down. Your team is not closing deals like they used to. They are struggling. Sound familiar? If so, it is a good time to reassess the situation, so you can figure out why your sales team is losing its edge, and what you can do about it! Here’s where you should start: 3 Ways to Give Your Struggling Sales Team a Boost 1. Find
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Salespeople using technology
Sales Management

The Role of Technology in Modern Sales Management

Technology has transformed our everyday life across the board, especially in the sales industry.  Modern technology has allowed companies and sales representatives to increase their productivity and sales and better assist customers along the way.  The role of technology in modern sales management is a big one. With so many different types of technology that the industry can use and the plethora of benefits, there is almost no way to work in sales without using modern technology in some capacity.  Let’s dive into the role that technology plays in the sales industry.  The Benefits of Using Technology in Sales Management
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Improving sales during economic downturns
Sales Management

Keeping Your Sales Team Motivated and Selling During Challenging Times

Sales teams are comprised of people with different abilities and needs. Some people are more driven and filled with charisma. They tend to meet and exceed the expectations set for them. These people have a natural gift to drive revenue. Other salespeople have potential but need a guiding hand to fulfill their goals. Whatever kind of salespeople you have on your team, they all need motivation. A slowing economy can make motivation more critical. In a downturn, the spirits in any sales team tend to be low. Since salespeople are different, what motivates them will also vary. Thus, sales managers
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