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How to Become a Better Sales Manager

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.

Sales Experience or Drive: Which is More Important?

Sales managers often look at a candidate’s level of sales experience as a key indicator as to whether he or she will be successful. Previous experience can be alluring, especially if your candidate was at the top of his company within your industry. Unfortunately, experience alone does not tell us whether the candidate will actually step up to the plate and perform.
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When is the Best Time to Use Sales Testing in the Recruitment Process?

Testing is used by a variety of industries to vet initial prospects before a formal interview process begins. Highly technical fields may require a proficiency test that includes knowledge of theory and application. Other candidates in fields that involve significant hands on work may require dexterity testing. Sales fields rely on psychological sales assessment tests to determine if sales candidates have the necessary personality traits needed for success in sales. Administer a Sales Assessment Early in the Hiring Process The most effective time to implement a sales assessment test is after a resume review and an initial phone screen, but
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Sales Rep Answering Fly on the Wall Interview Question
Sales Interviewing & Hiring

Why We Love the “Fly on the Wall” Interview Question

How One Interview Question Can Give You a Unique Point of View When interviewing a sales candidate for your next position, there is one question you will want to add to your list of interview queries. It allows you to understand how a candidate reacts in real-life situations. Does he or she get stressed easily? Does he respond with anger or take time to put situations in perspective? Is he a team player? There is one specific interview question that can answer all of these sub-queries and more.   The Lead-In Sales Interview Question When conducting an interview, you likely
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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 for maximum results for new hires. Together, they yield high predictability for sales success within your company. But what about current employees? If we want all our new hires to test high in Drive, should we not hold the same standard for current salespeople?
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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 is incredibly expensive. Our clients’ costs for a bad hire range from around $50,000 all the way up to $1.2M in the case of a high net worth financial adviser, and that is for ONE BAD HIRE! Here is a way to calculate your own benchmark. So, much of this comes down to screening candidates before they get a chance to enter the system, because once they are in there, they begin wasting time and money at an extraordinary rate. Next
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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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