Sales Interviewing & Hiring Archives

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: October 14th, 2025 by Dr. Chris Croner

Should I Consider Hiring a Recruiter to Find Sales Candidates?

Many people cannot cut it in sales, which might explain why the industry has a high turnover rate. Hiring managers are left frustrated when their repeated attempts to find and keep qualified candidates fall short. Sales managers are left in perpetual training mode without the potential for building a strong sales team. Nobody wins when talent acquisition falls short. So what can you do to change it? Sales recruitment is all about finding the right candidates for the long haul. Companies must look in depth at a person’s personality profile and appropriately gauge a person’s long-term ability to thrive in

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 Dr. Chris Croner

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 Dr. Chris Croner

Use One Question to Identify a Sales Candidate’s Listening Skills

How to Ask the Right Interview Questions to Identify a Sales Candidate’s Listening Skills At SalesDrive, we spend an extensive amount of time discussing how to effectively hire sales reps for your company. While our focus is on helping you find salespeople that possess Drive and ambition, we also understand that there are others skills that matter. At the top of this list is listening. Let’s take a look at how you can identify good listeners and avoid poor ones. Use One Question to Identify a Sales Candidate’s Listening Skills was last modified: February 20th, 2014 by Dr. Chris Croner

3 Life Lessons Applied to Hiring Salespeople

As in any field of endeavor, we can often raise our game as hiring managers by practicing the rules we have learned in other areas of life. Here are three key life lessons as applied to the challenging, but rewarding, discipline of hiring high-potential salespeople. 3 Life Lessons Applied to Hiring Salespeople was last modified: February 6th, 2014 by Dr. Chris Croner

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

Should I Consider Hiring a Recruiter to Find Sales Candidates?

How Bad Salespeople Get Hired

How to Use an Online Sales Test

Use One Question to Identify a Sales Candidate’s Listening Skills

3 Life Lessons Applied to Hiring Salespeople