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The Importance of Evaluating Your Current Employees

Obviously we are advocates of the combination of a thorough sales assessment test followed by a rigorous in-person behavioral interview […] Read the rest of this entry The Importance of Evaluating Your Current Employees

What are the Costs of Not Applying a Sales Assessment Test?

Each company applies its own metrics, but all agree that the cost of recruiting, training and managing a non-performing salesperson […] Read the rest of this entry What are the Costs of Not Applying a Sales Assessment Test?

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 […] Read the rest of this entry What is the Percentage of People Out There Who Can Really Sell?

Why Personality Testing Works to Evaluate Sales Candidates

Many companies offer psychometric testing. These range from personality tests to verbal communication demonstrations. The aims of all of these […] Read the rest of this entry Why Personality Testing Works to Evaluate Sales Candidates

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 […] Read the rest of this entry How Do You Identify Drive in Sales Candidates?

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 […] Read the rest of this entry Can You Train a Low-Drive Salesperson to “Hunt” Successfully?
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