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Sales Assessments

An Open Letter to Sales Managers Who’ve Been Burned by Their Salespeople

Dear Frustrated Business Owner and Sales Manager, I have owned and managed large and small businesses with sales teams ranging from one critical salesperson to a salesforce of several thousand. Whatever the case, I was always mystified about how FEW people really sell well… well enough to drive growth… well enough to create great wealth! And, on the other hand, I was also sickened by the astonishing, destructive financial effect of carrying unproductive sales talent… These people SAY they can sell but literally break our hearts, and often our pocket books, as we tolerate their excuses for months… sometimes years. We’ve all
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The Process Fortune 500 Companies Use to Create High-Performing Sales Teams

Have you ever noticed how Fortune 500 companies always seem to attract the best sales talent? Clearly, they have the recruiting and interviewing process thoroughly mapped out because of the way they consistently create high-performing sales teams. Now, you may be wondering: How can I use the same process as Fortune 500 companies to create a high-performing sales team at my own company? If that is the case, keep reading. Today,  I am going to discuss the process Fortune 500 companies use so you can start finding and hiring the best sales talent.     How to Create High-Performing Sales
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Sales Assessments

3 Key Traits of Top Performing Salespeople [Video]

Underperforming salespeople are perhaps the greatest cause of frustration and financial loss to sales executives and business owners. The cost of hiring and keeping a bad salesperson can easily range from $50,000 to millions of dollars annually, depending on the industry. To make matters worse, many companies waste money by trying to train salespeople who do not have the core personality needed to succeed in sales. Research shows that the most important factor for success in sales is a person’s Drive – the inner fire that ultimately determines if he or she will thrive or fail. Identifying Drive during the
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9 Critical Hiring Mistakes to Avoid When Building a Sales Team

Hiring the right sales team is critical to the success of any business. Just one bad hire could result in lower morale in the sales department, financial losses due to extra training and other negative consequences. On top of that, if you find yourself frequently hiring salespeople who end up leaving the company quickly, you will have to deal with the high costs of employee turnover. So what can you do to avoid making serious mistakes during the hiring process? Read on to find out how you can build a strong sales team and feel more confident in every hiring
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Sales Assessments

How to Effectively Evaluate Your Salespeople and Help Them Get Better Results

As a sales manager, you are always searching for new ways to improve your team’s performance. Chances are you have tried multiple methods in the past. But if you still are not seeing the results you want, it might be time to step back for a moment, evaluate your team and try something different to help them get better sales results. Ready to learn how?                                                                                                We have outlined multiple ways to evaluate your salespeople so you can use what you learn to help them reach their goals. How to Evaluate Your Sales Team Regularly analyze the sales process your salespeople
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How to Build and Manage a Successful Sales Team

Are you failing to get the results you want from your sales team? If so, it might be a good time to analyze your hiring and management process. With a few simple changes, you can start hiring and leading sales superstars who are capable of consistently growing revenue. That means no more wasted time or money, or frustration due to hiring and training the wrong people. How to Build and Manage a Successful Sales Team was last modified: October 14th, 2025 by Dr. Chris Croner
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