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Sales Interviewing & Hiring

Interview Questions to Find Top Performing Salespeople [Video]

The best predictor of future behavior is past behavior. When interviewing a sales candidate it is important to get past his or her guarded responses by digging deeper and probing for the truth. There are some specific behavioral interview questions that you can use to uncover the information you need to determine if the candidate is a good fit for your company. In this 5-minute video interview excerpt, with David Domos of, Dr. Chris Croner highlights which sales interview questions to ask to determine if your candidate has Drive, the number one predictor of sales success. Drive is made
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Sales Interviewing & Hiring

Experience or Drive: Which is More Important to Sales Success? [Video]

Of course, sales experience is a great indicator of whether a candidate knows how to sell, especially within your industry. But, experience alone does not tell you whether the candidate will perform well for you. In this 6-minute video interview excerpt, with David Domos of, Dr. Chris Croner shares his research on the important questions that more sales managers should be asking when hiring sales candidates. These questions include: Which is more important to sales success…industry experience or Drive? Do high-Drive salespeople need training? Does the candidate fit into the sales eco system? What type of testing works best
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Sales Interviewing & Hiring

How to Attract the Best Salespeople [Video]

Hiring high-performance salespeople can be very difficult, and not to mention competitive. After all, less than 20% of the general population is high in Drive – the personality trait shared by successful hunter salespeople. Drive is made up of three non-teachable personality traits. Your candidate either has these traits or he/she doesn’t, and testing for these traits, prior to hiring, will save you both time and money. Need for Achievement: The intense desire to attain excellence & accomplish challenging goals. Competitiveness: The unquenchable thirst to outperform one’s peers & win the customer over to his point of view. Optimism: The
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