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Sales Assessments

How To Determine Whether Your Sales Candidate Is Really a “Self-Starter”

Many of our clients have told us that they want their salespeople to be “self-starters,” operating with high levels of independence and initiative, sometimes even from a home office. Learn how self-starters are beneficial for business in a multitude of ways. Benefits of Self-Starters: Decrease the amount of time managers have to spend overseeing employee activities Improve productivity, naturally Step out of the box and fulfill needs that are not within a job description Inspire others and serve as role models within a team Can be long-term assets to a company What Makes a Self-Starter? Self-starters are defined by their

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Sales Assessments

Can Sales Tests Be Faked? Learn How to Separate Actors from A-Players

One of the most common questions we receive is whether a sales assessment test can be faked. This is an important concern, since the purpose of a sales employment screening is to separate the good actors from the high potential candidates. It is prudent to take a good look into any test before relying on it to screen your candidates. Unfortunately, many tests are very easy for candidates to quickly size up and fake their way through, creating a false impression of their level of motivation or ambition. These tests can create even more wasted time and money than if

2 Sales Hiring Tools Every Sales Manager Needs

Drive manifests itself in many different ways. Some highly Driven people have big personalities and are virtually bursting out of their skin with energy and ideas. But high levels of Drive can also be found in quieter people who are less assuming, who have underneath a burning Need for Achievement and are ferociously Competitive. Hiring new personalities can be incredibly stressful. We all know that many salespeople will try to work a fake swagger – those salespeople that will look for a job but are not looking to actually work hard. How can you weed those all talk, low-Drive candidates

Why is Need for Achievement so Important in Sales?

In our hiring recommendations to sales managers, we stress the importance of sizing up candidates relative to all three elements of Drive: Need for Achievement Competitiveness Optimism Learn why a high Need for Achievement is especially crucial during the vetting process and can mean the difference between having a banner sales year or a headache of a candidate on your hands. Why is Need for Achievement so Important in Sales? was last modified: August 15th, 2013 by SalesDrive, LLC

Stop Hiring Sales Candidates Who Fail to Deliver

Gerhard Gschwandtner, publisher of “Selling Power Magazine,” recently interviewed Dr. Christopher Croner regarding testing and interviewing sales candidates. The interview covers a range of topics, including how high-Drive candidates handle the interview, the drawbacks of hiring based on industry experience alone and the importance of optimism in long sales cycles. The interview was released this week and you can watch it below. Watch Gerhard Gschwandtner’s interview with Dr. Croner here: Stop Hiring Sales Candidates Who Fail to Deliver Selling Power Dr. Christopher Croner, Principal, SalesDrive, LLC Runtime: 5:54 Stop Hiring Sales Candidates Who Fail to Deliver was last modified: June

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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How To Determine Whether Your Sales Candidate Is Really a “Self-Starter”

Can Sales Tests Be Faked? Learn How to Separate Actors from A-Players

2 Sales Hiring Tools Every Sales Manager Needs

Why is Need for Achievement so Important in Sales?

Stop Hiring Sales Candidates Who Fail to Deliver

When is the Best Time to Use Sales Testing in the Recruitment Process?

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