For Sales Hiring: Avoid Hiring Mistakes & Reduce Turnover By Finding Top Producers
The DriveTest®, our online sales test, measures and combines the three non-teachable characteristics successful “Hunter” salespeople share (Need for Achievement, Competitiveness and Optimism) into a total Drive score ranging from 1-5. This scale is also color coded for easy interpretation.
The Drive score indicates whether your sales candidate has the potential to be a high-performing “hunter” salesperson.
- If the Drive score is a 1 or 2 (Red): The candidate is not hardwired to be a successful “hunter” salesperson. Don’t waste your time or money interviewing this candidate.
- If the Drive score is a 3 (Yellow):Let’s take a deeper look at this candidate. There are several behavioral interview questions you can ask to gauge if this candidate is built for long-term sales success.
- If the Drive score is a 4 or 5 (Green):The candidate has the necessary personality makeup for success as a “hunter” salesperson. Bring him/her in for a behavioral interview to see if they will be a good fit for your company and the open position.
In addition to scoring Drive, The DriveTest® report also provides 1-5 scores for the:
The assessment results also provide sales role scores based on each person’s unique personality profile. These scores provide guidance for which sales role will likely be the best fit for the candidate.
- Hunter: New Business Acquisition. Enjoys developing leads and new business opportunities and closing new accounts.
- Farmer: Support or Administer. Prefers developing and reselling to existing clients. Will follow up diligently and steadily grows business.
Pro Tip: Consider partnering your Hunter salespeople with your Farmer salespeople to form unstoppable teams!
Sales Interview Guidance
The DriveTest® report (pages 3-4), also includes specific behavioral interview questions designed to help you probe deeper into your candidates’ specific scores. This interview guidance section provides you with questions to ask your candidates along with responses to look for when trying to uncover your candidates’ true intentions. Focus first on the questions that fall into the poor/average (red/yellow) categories and later on the excellent (green) categories.
Sample Drive Interview® Questions:
How to Get Started
1. Request Your Free Trial
Give the assessment a try before establishing an account. Click here to request your free trial. Upon completion the results will be sent to you with a link to schedule a strategy session to discuss next steps.
2. Establish an Account & Administer Assessment
When you are ready to begin testing, an account for the SalesDrive Assessment Dashboard will need to be established. (Please allow one business day for account creation.) You will be able to administer assessments from your personal SalesDrive Assessment Dashboard. 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 salesperson finishes the assessment, you will immediately receive email notification that the results are ready to be viewed. Both The DriveTest® and The Production Builder™ Reports are available on the SalesDrive Assessment Dashboard.
I absolutely love this product! We have hired so many salespeople who would sell themselves in an interview but never lived up to expectations. SalesDrive has really helped us understand both who we have and who we need.
Brian Hunt, CEO, Kore1 Technologies
Starboard has been using SalesDrive for a number of years now. So far we have not had anyone disappoint us that has passed the test. For results that we do not understand Dr. Croner is always available for guidance.
Hans Hansson, Principal, Starboard Commercial Real Estate
[The DriveTest®] really does work and is not expensive!
Mary Frances Allen, Vice President Pedraza Customhouse Brokers, Inc.
The DriveTest® is a critical element of the sales recruiting process for our franchisees, and dealers. It lets them size up a candidate quickly, and interview only those with a high potential for success.
Ron Davidson, Dealer Development, Ram Jack Systems
Recruiting for any role in a growing company can be a significant challenge but recruiting salespeople is likely the most challenging. SalesDrive and Dr. Chris Croner provide a level of insight and partnership that I haven’t seen matched elsewhere. Not only is the tool excellent so is the partnership and advisory you get when you work with SalesDrive. We began working with the tool at the beginning of 2017 and really value the insight, structure and 3rd party unbiased information we’re able to obtain. We have definitely been able to improve our overall hiring process by working with SalesDrive. The quality of our salespeople is a key strategic differentiator for us and SalesDrive helps us do a better job of selecting and coaching the right ones.
Jeremy Tiffin, President & Managing Partner, Horizon Recruitment