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What is the purpose of The DriveTest®?

The DriveTest® allows us to evaluate candidates before they are interviewed. This weeds out low-potential candidates and saves interviewing time and costs. Most importantly, The DriveTest® helps you pick salespeople with high levels of Drive, as well as four other traits that our research has found to be essential for sales success. The DriveTest® even gives managers a list of interview questions to probe finalists’ weak areas.

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What if someone is faking? How do you spot a problem?

Although skilled fakers are difficult to uncover, our online DriveTest® contains a built in Consistency Scale, which warns you if the candidate responds inconsistently, or attempts to fake the test.

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Isn’t it the recruiter’s job to send me qualified candidates?

In a perfect world, yes. But recruiters concentrate mainly on a pool, identifying possible, not probable winners. Recruiters make a crucial contribution, but they are not geared to apply the rigor and standards of SalesDrive, LLC’s assessments to the final hiring decision.

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We already use a test. Why do we need to get SalesDrive, LLC involved?

Because, Drive can be faked. Remember, the real question for a salesperson is not, “Can he/she sell?”…it’s “Will he/she sell?” Deep Drive can only be determined, prior to interviewing, by a sales test and report that is geared to ask the right (Drive) questions. SalesDrive, LLC allows you to screen your candidates before interviewing them, saving you time and money by only interviewing high-potential candidates.

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Is it really possible to have a sales team of all “A” and “B” players?

Absolutely. It takes discipline, and the fortitude to make tough personnel decisions, but there is no reason not to stack the bench with Driven sales professionals.

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What about my current salespeople?

For your existing sales staff, it is vital to know how to mentor and motivate each person to maximize their production. The Production Builder™ shows you how to get the most out of each of your sales stuff, based on their unique psychological profiles. The Production Builder™ also allows you to build exceptional teams by pairing salespeople with complementary skills and traits.

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How is SalesDrive, LLC different from other testing programs for salespeople?

The key differentiator of The DriveTest® from all other assessments is our intensive focus on the three (3) non-teachable research-based factors essential for success as a Hunter salesperson: Need for Achievement, Competitiveness and Optimism, collectively called Drive. This is our unique, patented assessment formula. Of course, we also measure other core skills such as Persuasiveness, Relationship Skills and Organization. SalesDrive, LLC focuses only on sales, not on any other type of position. The DriveTest® reports each of its scores in an easy-to-read 1-5 color-coded format, avoiding jargon, allowing for easy interpretation.

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How long does The DriveTest® take?

The DriveTest® takes approximately 20-25 minutes to complete. Once you have set up your candidate for testing on the SalesDrive Assessment Dashboard, the candidate receives email instructions immediately. You receive results via email instantly after the candidate has completed the assessment. The results will be available on the SalesDrive Assessment Dashboard.

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Is The DriveTest® validated?

Yes. We conducted a full validation study as part of assessment development. The DriveTest® was validated based on North American high-performing salespeople and we have consistently found it to be strongly predictive of sales performance. We are happy to provide documentation via our DriveTest® Technical Manual.

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