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SalesDrive

The DriveTest is the only pre-employment sales test available that helps you determine whether your candidates have the most critical personality trait for success in sales: Drive.

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The Production Builder sales assessment test provides specific suggestions for improving your current team's skills based on each salesperson's unique personality profile.

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Underperforming salespeople are perhaps the greatest cause of frustration to sales executives and financial loss to business owners. This book provides a step-by-step hiring process, including interview questions to identify high Drives sales candidates.

The Most Important Sales Skill

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The most important sales skill, which can be developed through sensitivity and training, is the ability to listen. Sounds easy, but a study conducted in the financial services industry found that in a typical sales call, the salesperson spoke a whopping 80% of the time. Why? 

Salespeople get pumped up, nervous and they want to make sure to get all the material covered. Trouble is, 80% is not collaboration . . . it’s domination . . . and customers do not like it. A well-trained listener can also pick up subtle emotional signals and buying is all about emotions.

There is an old saying in sales relative to a conversation with the customer: “Selling is like tennis . . . as long as the ball is in the other person’s court, you cannot lose.”  The same goes for listening . . . encourage the client to do most of the talking and listen intently as he guides you towards the essence of his needs . . . and the sale.

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What Our Clients Are Saying...
Since incorporating the DriveTest as part of our pre-employment process, our organization has been better equipped to identify and hire talent. The DriveTest helps us pinpoint key characteristics of a successful sales person that may be overlooked in the normal interview process.
Kristen BodoHuman Resource ManagerVeeam Software Corporation
The SalesDrive Assessment has proved to be invaluable in helping us qualify those candidates who are uniquely suited to work here.  SalesDrive is the most important tool in my selection tool kit for evaluating sales professionals.
Bobbie LyonsHuman ResourceRouse Properties