Drive is Not the Same as Obnoxious

Drive is a critical component of a successful salesperson’s personality mix. Drive is what internally pushes her to succeed. Drive is what causes her to love to compete. Drive is an internal element that generates innate optimism in a profession in which rejection is part of the program.And Drive cannot be taught  . . . […] Read the rest of this entry Drive is Not the Same as Obnoxious

Are High-Drive Salespeople a Challenge to Manage?

Is It Smart to Hire High-Drive Salespeople? The hiring process is difficult as is, so there is no need to make it more challenging and stressful by falling for hiring myths and allowing preconceived notions to rule your decision making process. When it comes to people with high levels of Drive, do you have apprehensions […] Read the rest of this entry Are High-Drive Salespeople a Challenge to Manage?

Should I Be Thinking About Creating Sales Teams?

Clients sometimes come to us looking for help identifying a candidate with strong technical skills who also has the aptitude to sell. This is a tough nut to crack because the skill set and interests often do not run in parallel. Should I Be Thinking About Creating Sales Teams? was last modified: October 23rd, 2014 by […] Read the rest of this entry Should I Be Thinking About Creating Sales Teams?

Should I Add a Sales Presentation to My Sales Hiring Process?

When developing their sales hiring programs, many companies add a mock sales presentation to help gauge their candidates’ ability to sell. These presentations are a great opportunity to find out whether the candidate knows how to engage the prospect, handle objections and sell effectively. However, we need to be careful about the conclusions we draw from […] Read the rest of this entry Should I Add a Sales Presentation to My Sales Hiring Process?

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