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 WhyBuyFromYou.com, Dr. Chris Croner shares his research on the important […] Read the rest of this entry Experience or Drive: Which is More Important to Sales Success? [Video]

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 […] Read the rest of this entry How to Attract the Best Salespeople [Video]

The Magic Wand Question

“Why did you leave your last job?” It is a question nearly every hiring manager asks, and with good reason. Since the best predictor of future behavior is previous behavior, it is important to know what kind of environment and mindset your candidate is coming from. Is your candidate going to be brutally honest, unusually […] Read the rest of this entry The Magic Wand Question

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