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What’s New?

SalesDrive, LLC

7 minutes

2 Apr, 24

Sales Management

7 minutes

2 Apr, 24

Sales Management

Proven Sales Coaching Strategies for Managerial Success

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Sales Training

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

Sales Training

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

Sales Interviewing & Hiring

How Do You Identify Drive in Sales Candidates?

Sales Interviewing & Hiring

How Do You Identify Drive in Sales Candidates?

Sales Assessments

Why Personality Testing Works to Evaluate Sales Candidates

Sales Assessments

Why Personality Testing Works to Evaluate Sales Candidates

Sales Interviewing & Hiring

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

Sales Interviewing & Hiring

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

Sales Hiring Simplified!

Hire top-performing salespeople with The DriveTest®. Get started now with one free test.

Sales Hiring Simplified!

Hire top-performing salespeople with The DriveTest®. Get started now with one free test.

Can My Candidate Handle Difficult Customers?

Relationship skills are critical for high-performing salespeople, whether they are in account acquisition or account maintenance roles. Many companies look for candidates who can start producing very quickly. Whether they are cold calling a new account or managing a demanding current client, the best salespeople are skilled at making emotional connections that last a lifetime. One of the most important aspects of doing so is dealing with difficult customers. To gauge a candidate’s ability to do so, we can ask one key question . . .

Should I Hire a Greedy Salesperson?

Sales managers occasionally tell us they are looking for salespeople who are motivated primarily by money. They may look for candidates with a mortgage, a couple of car payments or kids in college as a way of insuring a consistent pressure for the salesperson to perform. However, this approach can have some dangerous long-term consequences . . .

What is the Difference Between Selling and Producing?

The answer to this question drives to the very heart of the difference between salespeople who just sell and salespeople who actually produce. Selling is a process. Depending upon the situation the process can be simple or complex. Virtually anyone can study and follow a process. Producing is an outcome. It is an achievement. It is the ultimate goal of any business and any person in business . . . to produce and to be compensated for that production.

Will My Top Performer Score High in Drive?

Sales managers who begin testing candidates for Drive often wonder how their current salespeople, particularly their top performers, will score on the test. So, they assess their current team, comparing test results to sales performance. The underperformers almost always score low on Drive . . . no surprise there. However, inevitably, 1 or 2 top performers also record average to low scores. This can be surprising at first . . . after all, how could a top performer possibly score low on Drive? Nonetheless, there are a few classic dynamics that can cause this phenomenon . . .

A Tempting Trap . . . Hiring a Candidate Just Like You

Most hiring managers have been here before: The interview with the latest candidate has been going great! You have been really connecting with the candidate and there have been really strong positive vibes. In fact, this candidate even reminds you a bit of yourself early on in your career. He or she has many of the same characteristics you do. He even has the same quirky sense of humor! What is not to like, right? Actually, hiring a sales candidate who is just like you can potentially be dangerous for several key reasons.

Managing Your High-Drive Salespeople

A client of ours once referred to his high-Drive salespeople as his “Porsches.” He said they were high maintenance but when they were tuned up, they could race like h***. You probably recognize his description … high-Drive salespeople do require a lot of support and attention, usually because they are operating at such a high velocity… which is a good thing. This is a big topic so let’s just cover a couple of tips here.

Sales Hiring Simplified!

Hire top-performing salespeople with The DriveTest®.

Get started now with one free test.

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Proven Sales Coaching Strategies for Managerial Success

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

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

How Do You Identify Drive in Sales Candidates?

How Do You Identify Drive in Sales Candidates?

Why Personality Testing Works to Evaluate Sales Candidates

Why Personality Testing Works to Evaluate Sales Candidates

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

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

Can My Candidate Handle Difficult Customers?

Should I Hire a Greedy Salesperson?

What is the Difference Between Selling and Producing?

Will My Top Performer Score High in Drive?

A Tempting Trap . . . Hiring a Candidate Just Like You

Managing Your High-Drive Salespeople

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