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Sales Assessments

Optimism – A Critical Piece of the Sales Aptitude Puzzle & Why Your Sales Reps Need It

Sales is unlike any other job in business, because rejection is ubiquitous. Accountants do not get rejected each day, even if we do not like their numbers. Writers do not get rejected by their words. And, for the most part, though people who work in the same office day in and day out may argue, they are not exposed to the constant stream of invalidation that salespeople experience as a natural part of their jobs. Rejection is naturally difficult to handle. In the most basic sense, it is the feedback that lets you know that you have done something wrong
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What Drive Is and Why You Need a Sales Personality Test to Assess It
Sales Assessments

What is Drive and Why You Need a Sales Personality Test to Assess It

Whether you want to hire new salespeople for your company, or want to improve your current sales team, one of the most important things you can do as a sales manager is determine what it is you are looking for in your ideal salesperson. There are a number of qualities that a promising sales rep should have. From the ability to listen, to organization skills and so much more, but being a superstar salesperson takes a certain type of personality. So, how do you know if you have found the right person? Focus your attention on searching for a candidate
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Sales Training

The Top 13 Ways You Can Improve Your Sales Training Today

There is no denying that sales training is integral to the success of your sales team. But just how important is sales training? Very important. With proper training, your sales reps can hone in on the skills that are required to be successful and properly learn how to implement them into their work. Unfortunately, most sales training programs fall short of sales managers’ expectations. Though companies in the United States are, according to Training Industry, dumping over $161 billion into sales team training, it seems the results rarely meet or exceed expectations in the end. In fact, much of the
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Sales Training

Kevin F. Davis of TopLine Leadership [Guest Post]

Today we are thrilled to share with you a guest post written by Kevin F. Davis, founder and president of TopLine Leadership. His insight on all things sales and sales team-related is incredibly valuable and relevant to SalesDrive blog readers. Read his thoughts below. Why Great Salespeople Often Fail as Sales Managers One of the biggest frustrations I hear over and over again from Sales VPs or Directors is the high number of peak performing salespeople who never achieve the level of success that everybody expected they would once they are promoted into management. These failures are costly to everyone:
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Spotting Lies on a Resume

5 Tips for Identifying Lies on a Resume It is common practice today to fib a little bit on a resume. In fact, a study conducted at the University of Massachusetts at Amherst suggests that approximately 60% of adults cannot hold a conversation for 10 minutes without lying. While this may provide advantages to applicants, as an employer, it is important to be able to weed out truth from fiction. Interviewing and hiring honest, qualified candidates is key to your business’s success. To prevent getting the wool pulled over your eyes, learn to identify the top warning signs that a
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My Candidate’s Sales Personality Test Score was Lower than Expected . . . Should I Re-Test Him?

Despite our initial screening efforts, sales candidates occasionally score lower on the online sales test than expected on measures of Drive. For example, candidates with a history of success at a large company may have relied on its brand recognition and collateral materials. Similarly, some candidates are strong interviewees, and can look great on paper and interview well over the phone, but they may not have the internal motivation we need in a “hunter” salesperson. Nonetheless, when we are disappointed by a candidate’s test score, it can be very tempting to re-test the candidate, thinking that perhaps the first result simply
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