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Using The DriveTest Will Take The Guesswork Out of Hiring Salespeople
Sales Interviewing & Hiring

What is the Percentage of People Out There Who Can Really Sell?

(Hint… It’s not high; therein lie both the dilemma and the opportunity for savvy hiring managers). Research emphatically shows that the non-teachable characteristics of need for achievement, competitiveness and optimism (the three most important ingredients of “Drive”) must be in place before someone can be developed to be a high performing salesperson. So the natural, next question, is how many of those people are out there? High-Drive Population Let’s start with the bad news, but come back around with the very good news for savvy hiring managers. Less than 20% of the general population is high in Drive. Sales managers
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Why Sales Personality Test Work
Sales Assessments

Why Personality Testing Works to Evaluate Sales Candidates

Many companies offer psychometric testing. These range from personality tests to verbal communication demonstrations. The goal of all of these tests are the same. They are trying to identify the most important personality characteristics required for a job or task. This can be complicated because the traits needed to succeed, like attitude or intelligence, are difficult to quantify. Measurements like strength or endurance are easy to measure in athletes, but in salespeople the practice can be much trickier. It takes a well-designed test to accurately assess the best sales candidates. Desired Qualities in Salespeople Why does personality testing work so
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Sales Director Finding New Sales Talent in Unlikely Places
Sales Interviewing & Hiring

How Do You Identify Drive in Sales Candidates?

We now know through research that most successful salespeople are high in Drive. Now the obvious question is, “How can I be sure when I hire my next sales recruit that he or she has this key personality trait?” Identifying Drive before hiring is critical to ensure that your investment in training, mentoring and deployment will produce the return on investment you expect and deserve. Weeding Out the Bad Seeds A bad salesperson is like a stubborn weed in your garden. It insists on stealing valuable time and resources that could be spent on more vital and productive plants. The
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Low Drive Salesperson
Sales Training

Can You Train a Low-Drive Salesperson to “Hunt” Successfully?

The answer, for the most part, is “No.” A lot of data now shows that almost all successful salespeople who are asked to go out and develop new business share the innate personality characteristic psychologists call “Drive.” Learn why low-Drive salespeople could be hurting your sales and how to find the right high-Drive salespeople.   Importance of Drive in Sales Drive consists of sub-characteristics including Need for Achievement, Competitiveness and Optimism that cannot be taught beyond adolescence. We each develop these characteristics by early adulthood through a combination of our inborn characteristics and the circumstances of our upbringing.   The
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