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SalesDrive Frequently Asked Questions

Q: What is SalesDrive?

A: SalesDrive is a sales testing and assessment organization based upon the thesis that Drive is the most critical personality characteristic in predicting success in salespeople. For current salespeople, we provide the Production Builder©, which gives valuable techniques to mentor and manage each incumbent based on their unique phychological profile.

Q: How is SalesDrive different than other testing programs for salespeople?

A: Based upon our research, SalesDrive places a much higher emphasis on the Drive characteristic than alternative testing programs.

Q: What about my current salespeople?

A: 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 staff, based on their unique psychological profiles. The Production Builder also allows you to build exceptional teams by pairing salespeople with complementary skills and traits.

Q: Is it really possible to have a sales team of all "A" and "B" players?

A: 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.

Q: We use a test, and then do the interviewing ourselves. Why do we need to get SalesDrive involved?

A: 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, in advance, by a sales test and report that is geared to ask the right (Drive) questions.

Q: Isn't it the recruiter's job to send me qualified candidates?

A: 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 to the final, hiring decision.

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

A: Although skilled fakers are difficult to uncover, our online DriveTest™ will flag people who are posturing themselves to look good. Then, our assessment psychologist in the Drive Interview™ probes deeply into inconsistencies between their stories and their real talent.

Q: What is the purpose of the DriveTest™?

A: The DriveTest allows us to evaluate candidates before they are interviewed. This weeds out low-potential candidates and saves interviewing time and cost. 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.

Q: Is the DriveTest validated?

A: The DriveTest uses questions that have been validated by research conducted over the last 20 years. We have continued to validate the DriveTest and have consistently found it to be strongly predictive of sales performance. For more information, please contact us at info@salesdrive.info, or 312-212-4373.

Q: How long does the DriveTest take?

A: The DriveTest takes about 40 minutes to complete. Once you tell us the names and e-mail addresses of candidates, the candidates receive e-mail instructions immediately. You receive results via e-mail, no later than the next business day.

Q: Is SalesDrive's Drive Interview™ valid?

A: The Drive Interview is based on a job spec created by our assessors and the hiring manager. The job spec ensures that the assessment only covers job-relevant skills essential for success at your company. Six-month follow-up with sales managers has shown the process to be over 90% accurate in predicting sales performance.

Q: Can you teach us to interview?

A: Yes. SalesDrive provides certification training to HR staff in interviewing and selecting top performers. The training involves intense coursework and supervision.