General Sales Test Questions

Questions about The DriveTest®

Free Trial Questions

Troubleshooting/Support

General Sales Test Questions

  • What is a sales test?

    • A sales test is a tool to help you objectively identify and hire salespeople with the greatest potential for long-term sales success. For more information, click here.

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  • Why use a sales test?

    • There are a number of reasons why you should be using a sales test to hire salespeople. A sales test:
      • helps you hire more efficiently.
      • saves you time and money.
      • reduces turnover.
      • helps increase sales.
      • helps to identify high-quality candidates easily.
      • will increase your power as an interviewer.
      • can identify candidates who have raw potential, but no experience.
    • For more information, click here.

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  • How do sales tests work?

    • Sales tests give you an objective view of your candidate’s potential and intentions prior to speaking with them. An effective sales test will help you distinguish between people who can sell and people who will sell.

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  • What should I look for in a sales test? / What should a sales test measure?

    • To get the results you are looking for (a high-performing salesperson), you want to be sure to look for a sales test that:
      • is not too easy for a candidate to fake or respond to in a favorable light.
      • uses a forced-choice format, making it much more difficult for the candidate to fake.
      • is specifically designed only for sales roles.
      • is scientifically validated based on performance metrics.
    • A sales test should measure:
      • the core non-teachable traits high-performance salespeople share: Need for Achievement, Competitiveness and Optimism; collectively known as Drive.
      • important teachable sales skills like Confidence, Persuasiveness, Relationship Skills and Organization.
    • For more information, click here.

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  • How and when do I use a sales test?

    • For best results, we recommend having applicants take a sales test as early in the sales hiring process as possible to ensure you are focusing only on candidates with the highest potential.
    • Here is our recommended hiring process to follow:
      • Post a job ad and collect resumes
      • Administer the sales test
      • Review resumes of only those that passed the sales test
      • Conduct phone screenings
      • Conduct in-person behavioral interviews
      • Make an offer
      • Onboard

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  • What do I do after my candidate has taken the sales test?

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  • How do I know if my salesperson passed their sales test?

    • Each sales test presents its results differently but here at SalesDrive we made our reports easy to read and interpret.
    • Our sales test results are presented using a 1 to 5 rating and color-coded scale.
      • If the Drive score is a 1 or 2 (red): this candidate is not fit to be a successful salesperson. Don’t waste the time or money interviewing this person.
      • If the Drive score is a 3 (yellow): take a deeper look into this candidate. Ask behavioral questions in the phone screening and interview to gauge whether he/she is built for long-term success.
      • If the Drive score is a 4 or 5 (green): this candidate has the core aptitude to be a “hunter” salesperson. Follow with a phone screening and in-person behavioral interview to see if he/she is a good fit for the company and open position.

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Questions about The DriveTest®

  • What makes The DriveTest® different from other sales tests?

    • The key differentiator of The DriveTest® is our intensive focus on the three (3) non-teachable, research-based personality traits essential for success as a Hunter salesperson: Need for Achievement, Competitiveness and Optimism; collectively known as Drive.
    • We also measure other core skills such as Confidence, Persuasiveness, Relationship Skills and Organization.
    • Our forced-choice format makes our test stand out as it is not easily faked or manipulated. For each question, a candidate is asked to choose one statement that is most like them and one statement that is least like them from three equally positive-sounding statements. As you can imagine, this forces the candidate to make some tough decisions and gives you a clear picture of their true intentions.
    • Our sales test was designed specifically for sales roles and does not focus on any other type of position.
    • For more information, click here.

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  • Why shouldn’t I use The DriveTest® on myself or sales managers?

    • The DriveTest® is scored based upon the universe of full-time salespeople, rather than presidents, managers or senior executives. Because of this executives often test very differently than salespeople.
    • For example, on Need for Achievement (a highly weighted variable), we are looking for salespeople who are striving for career advancement, whereas senior executives are typically already near or at the top of the organization.

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  • How much does The DriveTest® cost?

    • We have two pricing models: a pay-per-use option and an annual subscription option (billed monthly). Pricing is customized per client, based on individual hiring needs. To request a quote, please click here.
    • We also offer a free trial so you can experience the assessment before committing to anything. Click here to request a free trial.

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  • Will my candidate score better if they take The DriveTest® more than once?

    • When a forced-choice test like The DriveTest® is taken again shortly after the first administration, a phenomenon psychologists call the “practice effect” can kick in and raise scores. We recommend relying upon the first administration for purposes of interpretation.

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  • How long does it take to complete The DriveTest®?

    • The assessment is taken online and requires about 20 minutes to complete.

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  • What if someone is trying to fake the test? How do you spot a problem?

    • The DriveTest® contains a built in Consistency Scale, which provides a warning on the results if the candidate responds inconsistently or attempts to fake the test.
    • For more information, click here.

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  • How do I get the results of my candidate’s sales test?

    • For clients: you will receive email notification instantly that the results are ready to be viewed on the SalesDrive Assessment Dashboard.
    • For prospects: the free trial results will be sent to you via email within one business day of completion.

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  • Can I give The DriveTest® to my current salespeople?

    • Yes. The DriveTest® assessment is designed for evaluating sales candidates and current salespeople. However, when reviewing the results, turn your focus to the Production Builder™ Report instead of the DriveTest® Report. The Production Builder™ Report is our developmental guide used for evaluating and managing current salespeople.

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  • How do I get started with The DriveTest®?

    • There are two steps to getting started with testing:
      • Complete an online account set-up form
      • Complete an online credit card authorization form
    • Accounts are ready within one (1) business day.
    • Assessments are then administers by you from the SalesDrive Assessment Dashboard.
    • Contact Miranda Toops (mtoops@salesdrivetest.com) to get your account set up today.

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  • What do I do if a candidate asks me for of his/her test results?

    • This article, published by Michael Mercer, Ph.D., explains why we recommend that you do not share the results with your candidates, and provides a useful protocol.

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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. The DriveTest® Technical Manual is available upon request.

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  • What is the Production Builder™?

    • The Production Builder™ gives you tailored training, coaching and mentoring information based on each salesperson’s unique psychological profile. This information allows you to more effectively manage your salespeople. The Production Builder™ also assists you in building exceptional teams by pairing together salespeople with complementary skills and traits.

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Free Trial Questions

  • What is included in the free trial?

    • Our free trial offers:
      • One complete DriveTest® assessment (same as the paid version)
      • The DriveTest® Report (for sales hiring)
      • The Production Builder™ Report (for tailored training and mentoring)
      • Complimentary Strategy Session with Dr. Christopher Croner
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  • Why do you recommend that I give the trial to a salesperson or candidate?

    • Our sales test is scored based upon the universe of full-time salespeople, rather than presidents, managers or senior executives. So, when someone in a management role takes the test, we remind them that managers often test very differently than salespeople.
    • For example, on Need for Achievement (a highly weighted variable), we are looking for salespeople who are striving for career advancement, whereas managers and senior executives are typically already near or at the top of the organization.
    • If you would like to review the test personally, we ask that you please keep in mind the above caveats and know that the scores may not accurately reflect your personality and career goals.

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  • My top salesperson took the trial and did not score high on Drive. Why?

    • It is not uncommon for current, high producers to occasionally record average to low Drive scores. When this occurs, we encourage the manager to think through the following questions:
      • Is the salesperson personally responsible for developing new accounts or, for example, does he/she have team members, supervisors or subordinates actually doing the prospecting/cold calling?
      • Is the salesperson mining older relationships perhaps procured earlier in his/her career?
      • Is the product supported by the type of marketing that results in lots of “RFP’s” which the salesperson may be excellent at responding to, but does not necessarily require his/her personal groundbreaking efforts?
    • Additionally, keep in mind that your top producer is being selected from a very small database, that is, your own company. If your top producer is lagging behind the industry leading top performers, he/she might not score high in Drive. Remember, your goal is to recruit and hire people who score high in Drive against the world, not just against salespeople in your own company.

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  • Why is the trial in my name or reads my “Name’s Candidate”?

    • We set up trials in the requester’s name as our system does not allow us to track who you send the trial link to.
    • If you would like to results to reflect your candidate or salesperson’s name, we are happy to modify the results. Please send your candidate’s full name to mtoops@salesdrivetest.com.

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  • The free trial was completed; how do I get the results?

    • Your results will be manually emailed to the requester within half a business day.

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  • What are the recommended steps to take after using the free trial?

    • Most people schedule a strategy session with Dr. Christopher Croner.
      • Our strategy sessions are not sales calls but instead in-depth, psychological discussions about how we might be able to help you achieve your sales hiring goals. You can expect Dr. Croner to give you actionable guidance on assessing, interviewing and hiring high-performance salespeople.
    • If you are ready to move forward with testing, please contact Miranda Toops at mtoops@salesdrivetest.com for future information about setting up an account.

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Troubleshooting/Support

  • Where do I go to login to my SalesDrive Assessment Dashboard account?

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  • I can’t remember my login information; who do I contact?

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  • I want to reset my dashboard password; how can I do this?

    • If you’d like to change your SalesDrive Assessment Dashboard password, please review pages 4 & 5 of the User Guide.

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  • I lost my dashboard User Guide. Where can I access it?

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  • My candidate said he/she did not receive the invitation email to complete the test?

    • Occasionally, the assessment email will get caught in the candidate’s spam or junk folder. You have a few options when this occurs:
      • Ask your candidate to check his/her spam/junk folder
      • Send a reminder (see page 24 in user guide for details)
      • Copy the link and send it directly (see page 12 in User Guide for details)
    • If you need additional assistance, please contact support@salesdrivetest.com.

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  • My candidate is having technical difficulties in completing the test; who should they contact?

    • The most common mistake candidates make is assuming they should select an answer for each statement in the test. However, we use a forced-choice format. For each question, your candidate will select one statement that is most like them, one statement that is least like them and one statement will be left blank.
    • If your candidate has additional difficulties in completing the test, please have them contact support@salesdrivetest.com for further assistance.
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