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How to Interview an Inexperienced Sales Candidate

Hiring managers often look for sales candidates who are fresh out of school and/or inexperienced in sales. A key benefit […] Read the rest of this entry How to Interview an Inexperienced Sales Candidate

How to Hire a Salesperson for a Vacant Territory

One of the most frustrating challenges that hiring managers face is how to hire a salesperson for a vacant territory. […] Read the rest of this entry How to Hire a Salesperson for a Vacant Territory

Salespeople Who CAN Sell vs. Those Who WILL Sell

It’s a million dollar difference. There are many salespeople who can sell. They have the intelligence, the wits and the […] Read the rest of this entry Salespeople Who CAN Sell vs. Those Who WILL Sell

What Questions Should I Ask in a Salesperson Phone Screen?

After reviewing sales candidate resumes, hiring managers often add a phone screen to determine whether to move the candidate forward […] Read the rest of this entry What Questions Should I Ask in a Salesperson Phone Screen?

Why is Optimism so Important to Sustained Sales Success and Why Can’t it be Taught?

Optimism is critical to sustained sales success for two reasons: Most sales calls are rejected. Rejection, when personalized, can lead […] Read the rest of this entry Why is Optimism so Important to Sustained Sales Success and Why Can’t it be Taught?

When is the Best Time to Use a Sales Test During the Hiring Process?

Hiring managers frequently ask “When is the best time to use a sales test during the hiring process?”  Some managers […] Read the rest of this entry When is the Best Time to Use a Sales Test During the Hiring Process?