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Sales Assessments

How Sales Managers Can Use Assessments to Improve Sales Team Performance

You know the feeling. You look at your sales dashboard and see two reps with identical activity levels but vastly different results. One is closing deal after deal, while the other is struggling to get past the initial discovery call. Your gut tells you it might be a confidence issue, or maybe they just “don’t want it bad enough.” But in sales management, gut instinct is often an expensive advisor. When you rely on intuition alone, you risk misdiagnosing the problem. You might send a low-Drive rep to a closing seminar when what they really lack is the resilience to

Sales Assessments

5 Key Personality Traits You and Your Sales Assessment Should be Measuring

We know that individuals with Drive make great salespeople, but there are a number of other traits that complement Drive and are important to consider when looking to hire top-producing salespeople. These are sales traits that you just cannot identify from an interview alone. That is why it is critical to start out with an assessment that measures Drive, because coaching salespeople after hiring isn’t always the best way to find success. Keep the following five sales traits in mind during your next performance reviews or sales assessments to help you identify high-potential salespeople. Five Traits of Successful Salespeople 1)

How Your Interview Room Changes the Interview

How to Use Design, Layout and Location to Get the Most Out of Your Sales Interviewees Think about the space you use most in your interviews. Is it in your office? The conference room? A coffee shop? Did you pick this space with specific intentions, or was it just the most convenient for the appointment time? Did you know that the space you choose may actually impact the outcome of your interview? The design and atmosphere of an interview room can either set candidates at ease or put them on guard. How Your Interview Room Changes the Interview was last

How Important is Talent Acquisition in Building a Sales Team?

It starts with talent. Talent acquisition is the single, most important element of building a world class sales team, period. Without talent and the right personality, the best training and management cannot create miracles. All sports teams know that they can only go so far without great athletes. Yet you would be surprised how many companies settle for mediocre talent. Why? How Important is Talent Acquisition in Building a Sales Team? was last modified: October 30th, 2014 by Dr. Chris Croner

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

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 Sales Managers Can Use Assessments to Improve Sales Team Performance

5 Key Personality Traits You and Your Sales Assessment Should be Measuring

How Your Interview Room Changes the Interview

How Important is Talent Acquisition in Building a Sales Team?

2 Sales Hiring Tools Every Sales Manager Needs

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