June 28, 2013


Dear Clients and Friends,

Welcome! Since the publishing of our book and in subsequent meetings with many of you, in discussing our DriveTest™ for salespeople, we have enjoyed the lively discussions around the exquisite challenge of selecting people for sales roles that will really step up and produce. We all know how challenging it is to find good salespeople and the unfortunate costs we incur when we hire people who look good when interviewing but let us down in the field. We therefore thought it might be valuable to generate a weekly blog which will provide you with our latest research and experience to help you find that rarest of all birds . . . a salesperson who will EXCEED your expectations.

Dr. Christopher Croner    Richard Abraham