Take the Guesswork Out of Hiring & Developing Salespeople with Our Sales Assessment Test
The DriveTest® is a sales assessment test that identifies whether your sales candidates have the most critical personality trait needed for success at sales: Drive.
Drive is the passion and determination that causes top producing salespeople to be relentless in their quest for success.
Identifying Drive prior to the interview allows you to spend your time on only high-potential candidates.
Drive is made up of three non-teachable personality traits.
- Need for Achievement: The intense desire to attain excellence & accomplish challenging goals.
- Competitiveness: The unquenchable thirst to outperform one’s peers & win the customer over to their point of view.
- Optimism: The certainty and resiliency that cannot be denied.
Your candidates either have these traits or they don’t, and assessing for these traits, prior to interviewing, will save you both time and money.
In addition, The DriveTest® also measures important teachable skills that are essential for successful selling including Confidence, Persuasiveness, Relationship Skills and Organization.
The DriveTest® Difference
The DriveTest® is the only sales assessment that heavily weights the three elements of Drive: Need for Achievement, Competitiveness and Optimism, making it a powerful screening tool.
The DriveTest® questions use a Forced-Choice format, which requires the sales candidate to choose which statement is most like him and which statement is least like him. Furthermore, the candidate must choose between three options that sound equally positive, making this employment screening very difficult for someone to fake.
The assessment contains 42 questions and takes approximately 20 minutes to complete. Upon completion, the results are instantly emailed to you.
The DriveTest® also includes a Consistency scale, which warns you if the candidate responds inconsistently, or attempts to fake the assessment.
Sample DriveTest® Questions
One Sales Assessment Test – Two Reports
The DriveTest Report® – For Sales Hiring
The DriveTest® measures the three non-teachable characteristics essential for sales success (Need for Achievement, Competitiveness and Optimism) and combines them into a total Drive score ranging from 1-5. This score indicates whether your sales candidate has the potential to be a top producer.
The DriveTest® also scores Confidence, Persuasiveness, Relationship Skills and Organization on this same 1-5 rating scale.
The assessment results also provide sales role scores based on each person’s unique personality profile. These scores provide guidance for which sales role (hunter vs. farmer) the candidate is likely best suited.
On pages 3 and 4 of each DriveTest® report, there are specific behavioral interview questions generated based on the assessment scores for each individual. This section provides interview questions to ask your candidates along with responses to look for when trying to probe deeper into weaker areas. Focus first on the questions that fall into the poor/average (red/yellow) range and later on the excellent (green) range.
Sample Drive Interview® Questions:
Learn More: For more details about the DriveTest® report, please click here.
The Production Builder™ Report – For Sales Training & Development
The Production Builder™ report is designed to provide tailored training and development suggestions for your new and existing salespeople based on their unique personality profiles and scores from the DriveTest® sales assessment.
This additional report is automatically included with each DriveTest® assessment purchase at no additional charge.
This section of the report is very similar to the DriveTest® report and will provide 1-5 scores for the core elements of Drive as well as Confidence, Persuasiveness, Relationship Skills and Organization. The sales roles scores for Hunter and Farmer are also included.
This is the core of the Production Builder™ report. This section will provide a Sales Type profile based on the individual’s personality profile. This information provides valuable data for managing your salesperson effectively.
There are four Sales Types:
- Driver – Strong Need for Achievement, Competitiveness and Optimism. These individuals have the innate motivation and resiliency essential for effectiveness in intense account acquisition aka Hunter roles.
- Realist – Achievement-oriented, competitive individuals with medium to low optimism. These salespeople generally need encouragement through mentoring, or being teamed with high optimism partners.
- Collaborator – Focused on attaining a good work-life balance. These individuals can make effective contributions when paired up with a more highly Driven “hunter,” or asked to manage existing customer accounts.
- Believer – Strong optimism, which can help them overcome psychological challenges that others would not be able to handle. These salespeople can be useful, for example, in maintaining the team’s morale, but may not be able to sustain enough Drive to individually convert high hopes to closed sales.
The Development Suggestions section also includes specific action steps for managers to take to help their salespeople develop each core skill rated as “Average” or below.
Learn More: For more details about the Production Builder™ report, please click here.
Assessment pricing is available upon request. Please contact us today to obtain a quote.
How to Get Started with Our Sales Assessment
1. Contact Us
When you are ready to begin testing, simply contact us, to get your SalesDrive Assessment Dashboard account established. Account setup requires one business day. Once your account is complete, an assessment specialist will send you login information and a user guide. Assessments are then administers by you from your personal SalesDrive Assessment Dashboard.
2. Take The DriveTest® Assessment Online
The sales assessment is taken online and requires about 20 minutes to complete. It may be completed at home or at the office. The assessment is mobile-friendly.
3. Receive Assessment Results Instantly
When your candidate finishes the sales assessment, you will receive email notification that the results are ready to be viewed. Results are available on the SalesDrive Assessment Dashboard.
The DriveTest® report provides a starting point for understanding the high leverage variables important to selling successfully, but it must be applied in context to be maximized as a hiring tool going forward. Now combining your sales assessment results with a powerful behavioral interview, like The Drive Interview®, is critical to your sales hiring success.
The Production Builder™ report is a great resource to use when beginning to train and develop your new and current salespeople. This report provides guidelines for mentoring and coaching suggestions based on the individual’s unique personality profile.
Both reports are included with each DriveTest® assessment purchase.
I have been using SalesDrive for 5 years. It is AWESOME. Anyone who scores a 3 or higher works well, and anyone who scored less that we hired on “instinct” hasn’t. It is that simple.
David Lawver, Branch Manager Kal Financial
The SalesDrive Assessment is a very accurate and cost effective tool to hire the right sales professional. I highly recommend the service and the process prescribed by Dr. Croner.
Rick Seymour, CEO, CSI: Palm Beach
As a growing sales organization, hiring became increasingly difficult. Using SalesDrive allowed us to compare the target areas for success in the role, and also measure against our current pool of employees. It’s a simple tool that measures the right characteristics.
Kristina Bajjani, Human Resources Business Partner, Lightspeed
As an early stage company, every sales hire is critical. SalesDrive is a useful tool in our arsenal to help determine whether sales candidates are true hunters and glass eaters. So far, it has been 100% reliable. We utilize SalesDrive with all candidates prior to in-person interviews.
Eric Grossman, CEO, NextHealth Technologies
The cost of the DriveTest® is chump change compared to the cost of an underperforming salesperson.
Dan Owens, General Manager/VP of Sales & Marketing, Thermo Manufacturing Systems, LLC