SalesFuel Today

Talent management teams have a variety of tools to use when it’s time to hire new employees. Many organizations turn to their applicant tracking system (ATS) to assist them in managing candidates as they enter and exit the hiring funnel. One particularly important feature of the ATS is resume screening. Behavioral assessments serve as valuable tools when hiring. Assessments are used in a specific stage of the hiring process — after the initial resume screen happens.

Do buyer negotiation tactics leave you scrambling? SalesFuel found that nearly 25% of B2B sellers say that negotiating and closing are a top weakness.

The DISC theory of human personality was initially developed by Dr. William Moulton Marston. Dr. Marston created the framework to categorize people’s behavior. Then, Walter Clarke developed an assessment based on Marston’s theory. Clarke’s goal was to help businesses find qualified candidates for their open positions. DISC-based assessments can reveal important details about an individual’s communication patterns and workplace behavior. TeamTrait'sTM behavioral assessments include a DISC-based component because it provides valuable behavioral data.

Do you know how to open a speech effectively? Sellers have a big opportunity to win their audience over right away.

Culture fit is about how employees work together, with managers and with prospects and clients. Often culture develops organically in an organization. But it can be influenced by the company’s stated strategies and overall mission. When hiring, recruiters and managers review candidates’ values, behaviors and work preferences to determine how well they align with the organization’s culture. With a solid alignment, collaboration and engagement will be easier. And the employee experience improves.

Are you missing out on the best way to question prospects? Open-ended questions can be the key to really getting buyers to open up and share valuable information.

Sales managers, do you feel like the most underappreciated employee in your organization? That may be because you lack the required sales manager skills. How can you focus on developing these skills when you’re supposed to manage your reps? It’s not as hard as it sounds.

How good are you at taking accountability in sales? Acknowledging and accepting responsibility for your actions and the outcome are essential for success.

Do leaders understand the dynamics of their team’s behavior? With the right behavioral insights, they can improve communication, collaboration, decision-making, and team performance. Sales leaders, in particular, should strive to improve the work experience for their reps as our research shows they face an average of 30% in staff turnover every year.

What pipeline metrics are you using to gauge its effectiveness? Certain key metrics can help sellers keep their pipelines healthy.

SalesFuel has been included on Selling Power’s Top AI Sales Coaching Solutions 2026 list. “Effective coaching is never one-size-fits-all, and that principle guides how we build our AI solutions. Whether it's supporting hyper-targeted outreach through AdMall or delivering tailored one-on-one coaching frameworks to sales managers in TeamTrait, SalesFuel helps sales leaders achieve consistent, repeatable success,” says C. Lee Smith, CEO of SalesFuel. “We appreciate that Selling Power has recognized SalesFuel among the industry's top AI coaching innovators.” SalesFuel has invested

Is the feedback you’re giving to employees making any difference? I’m not talking about praise feedback. The bigger challenge is learning how to give feedback that results in improved work performance or better team participation. In our Voice of the Sales Rep survey, only 58% of sales professionals reported being crystal clear on what their managers expected of them.

Do you demonstrate executive presence in sales? This key skill is essential to getting C‑suite execs’ attention, trust and interest.

When it comes to sales hiring, business leaders must identify the right candidate. While more businesses are using personality tests, these tests can’t highlight which candidate will excel at sales. Recruiters should use sales acumen assessments to evaluate candidates’ practical sales judgement and decision-making skills.

No one wants to be hit with sales burnout. Unfortunately, many reps miss the warning signs before it’s too late and find themselves deep in its throes. 40% of B2B sellers report feeling stressed in the past year, according to the Voice of the Sales Rep study. And 22% say they’ve felt like they couldn’t take time off.