Sales managers who begin testing candidates for Drive often wonder how their current salespeople, particularly their top performers, will score on the test. So, they assess their current team, comparing test results to sales performance. The underperformers almost always score low on Drive . . . no surprise there. However, inevitably, 1 or 2 top performers also record average to low scores. This can be surprising at first . . . after all, how could a top performer possibly score low on Drive? Nonetheless, there are a few classic dynamics that can cause this phenomenon . . .
Again, in each of these scenarios, the top performing salesperson may be excellent at what they do, and an important part of the team. However, the top performer on any given team is just that . . . the top performer on that team. (The same phenomenon occurs in the world of sports.) When compared to the universe of high-performing sales “hunters,” as measured by the test, they may not necessarily rank quite as highly. We recommend that companies keep these caveats in mind when testing their existing teams, and continue to raise the bar on the hiring side, building a team of high-Drive hunters over time.
Dr. Christopher Croner and Richard Abraham are authors of Never Hire a Bad Salesperson Again and developers of the proprietary and patented sales test, The DriveTest™, for sales candidates. For more information, click here.