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866-972-5373 Account LoginSolutions for VPs of Sales, Directors & Sales Managers
Your number is your number. Hit it, you look smart. Miss it, the questions start — about your forecast, your hiring decisions, your coaching plan. The DriveTest® tells you, before the offer goes out and before someone gets a territory, who can actually do the job.
The Reality
If you’re a VP of Sales, a Director, or a Sales Manager, you already know the math. Your team’s performance is your performance.
When reps hit, the QBR goes well. When reps miss, the QBR goes sideways and somebody upstairs starts asking pointed questions about your forecast, your hiring decisions, and your coaching plan.
So let’s skip the part where we pretend this is about anything else. You need a team that produces. Predictably. Quarter after quarter.
And you need a way to know, before the offer goes out and before someone gets a territory, that the person you’re hiring can actually do the job.
That’s what the DriveTest is for.
The Problem
You’re asked to hit a higher number, with a team you didn’t fully pick, in territories that have been worked before, with reps who ramp at wildly different speeds. Then the forecast comes in — and it tells you the same story every month.
They’re doing 70% of the number, quarter after quarter. Your CEO can see it too.
Steady. Unremarkable. Not moving up, not moving out — no matter what you try.
And eats your managers’ calendars. You can see it. Your CEO can see it and there are questions.
The Hard Truth
Here’s the part that’s hard to say out loud. Coaching can lift a B player to a B+. It almost never lifts a C to an A.
The Drive isn’t there. The competitiveness isn’t there. The optimism after the fifth ‘no’ isn’t there.
You can write a perfect playbook and run a perfect cadence and it still won’t fix your team’s performance, because the engine that’s supposed to use the playbook wasn’t built for it.
So you end up patching. PIPs. Backfills. Recruiting calls squeezed between forecast meetings.
Six months later you’re staring at the same chart with different names on it.
You don’t need a new playbook. You need a way to know which people can actually run the one you have.
How it Works
The DriveTest gives you a sales team performance review that's actually about performance. Not about tenure. Not about who shows up early. Not about who's loud in the team meeting.
Run it across the team. Each rep gets a report scored on the eight traits that drive sales production: Need for Achievement, Competitiveness, Optimism, plus five more sales-specific skills and each will get placed into one of four sales types. Suddenly you can see who you're working with.
The producers. High Drive, competitiveness and optimism. Protect them. Coach them up the ladder. Don't lose them to a recruiter.
Solid people. Decent traits. But the sales engine isn't there for top-tier production. Keep them where they fit or team them up with other top producers.
The traits are there. The numbers aren't yet. These are coaching wins. Better territory, better mentor, sharper cadence and they pop.
Strong optimism but low Drive and competitiveness. These salespeople can be useful in maintaining team morale but will not be successful at closing.
What changes on the floor
Process is a multiplier. It only multiples what's there. A great process on top of the wrong team, is just more efficient mediocrity.
Here's how it actually works when you pair the DriveTest with a real sales process:
They run the playbook because it makes their job easier - not because somebody's nagging them.
You're not guessing what to work on with each rep. The report tells you.
You'll know on day 30 who'll never run the play - not day 300.
Built into how you lead. Not just how you hire.
Top reps get advanced skill work. The middle gets focused coaching on the one or two things actually holding them back. The bottom gets an honest conversation.
Who gets promoted, who gets PIP’d, who gets the big account. When your CEO asks why you’re betting on Rep X, you’ve got the real answer.
Tailored interview questions based on each candidate’s specific risk areas – the final round stops being a likability test.
The key factor isn’t the job title. It’s whether the role requires selling. Not necessarily selling products. But selling ideas, initiatives, projects, or vision.
Pricing
The math is honestly not complicated. If this helps you avoid one bad hire a year, it pays for itself ten times over. Most of our clients avoid more than one bad hire a year using The DriveTest. It sits between your gut and your payroll, and it has a much better track record than your gut.
Make the bet smarter
Activity data tells you what someone did. It doesn’t tell you what they’re wired to do next. The DriveTest gives you that objective layer — what each person is wired for, where their risk areas are, and what kind of coaching will actually land.
A forecast you can defend
Instead of one you're just hoping comes in.
A QBR that builds credibility
Instead of one that quietly erodes it.
A team that hits
Instead of a team that explains.
What Sales Leaders Are Saying
“When Sunbird Software needed to quickly develop a team of professional inside and outside representatives we depended on SalesDrive. We were able to quickly and easily screen candidates. We have found focus areas from evaluation results and suggested questions for interviewing extremely valuable.”
Mike GonskiSales Director, Sunbird Software
“SalesDrive has very quickly helped us better understand the client’s capabilities and potential success in different sales positions. This test has been critical to us in looking for the elusive sales hunter. To those we have hired, the results of the test closely match to the subsequent performance.”
Jeffrey Clair
EVP – Global Sales, Bollman Hat Company
“I love SalesDrive! My previous SVP introduced me to it at my previous company and I have since implemented it in two other companies I have moved to. This is a great tool when you are building or scaling out a sales team. The people and hires are the most important decisions we can make, and this test empowers us to do that. We have been able to elevate the current team I oversee and top grade with talent!”
Lauren DelfinoSr. Director of Sales, Snacknation
“I could not be any happier with SalesDrive! The assessments are well designed, succinct, and give me insight into important characteristics that may not come across in the first interview. Dr. Croner, Miranda, and everyone at SalesDrive are incredibly helpful, friendly, and a pleasure to do business with. SalesDrive is an invaluable addition to our candidate selection process!”
Hope Still
Sales Executive Development Advisor, Marshall & Sterling, Inc.
Ready to Build a Team That Hits Quota?
Your top reps have something the bottom reps don’t. The DriveTest tells you what it is, who has it, and how to find more of them — before you hire, before you put them on a territory, before they cost you a quarter.
questions sales leaders ask before roll out
Most sales leaders position it as a development tool, not a performance tool. The framing is honest. You’re trying to coach better, spend training budget smarter, and put people in roles that fit them. Reps respond well when they get their own report and walk away with a real coaching plan, not a score on a scoreboard.
Yes, indirectly but meaningfully. When the team is built from validated hires, ramp times tighten and rep-to-quota gets more predictable. Forecast quality is downstream of who’s on the team. The DriveTest changes the input.
Yes, that’s where it pays off the most. The report gives you tailored interview questions for each candidate based on their specific risk areas. So your final round stops being a personality check and starts being a real pressure test.
It can, if the role is a high-accountability role. The traits that drive an individual contributor’s number also show up in how a manager builds and pushes a team. A leader with low Drive, for example, won’t push their reps the way they need to be pushed. The DriveTest catches that before you make the hire.
It sits alongside them, not in place of them. Your CRM tracks activity and pipeline. The DriveTest tells you who’s wired to generate that activity and pipeline in the first place. Different layer, complementary purpose.
Lower your cost per hire as your usage increases
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