SalesDrive was founded by Dr. Christopher Croner and Richard Abraham. Mr. Abraham has run several, large companies that have been highly dependent upon the productivity of their sales forces. The single biggest frustration he faced whether running a company or directly managing the sales force was selecting sales candidates who interviewed well, only to flame out when placed on the line. Depending upon the business, the monetary loss in terms of time, management and opportunities lost easily exceeded six figures per setback, sometimes much more. The right formula remained elusive until he began to focus on the personality traits that were, perhaps, common to most high producing salespeople.
At this point, Mr. Abraham partnered with Dr. Christopher Croner, a psychologist who had been conducting extensive research on salespeople. Dr. Croner’s mission was to track down the answer to the following question: “Are there personality characteristics common to high performing salespeople that cannot be taught … they either have them or they don’t?” Dr. Croner reviewed over 80 years of academic research on this topic as well as his own work in conducting intensive behavioral interviews with both sales candidates and current highly successful producers. He came back with the following conclusions. There are three innate personality characteristics that high performing salespeople usually share. 1. Need for achievement. 2. Competiveness. 3. Optimism. All three are essential, and none of these can be taught, which is why sales training often falls flat since it has little impact on a trainee who does not possess this basic personality foundation. The three traits came together to form a master characteristic called Drive.
Mr. Abraham then asked Dr. Croner what test or process sales managers could use to identify these traits in candidates. Unfortunately, Dr. Croner had examined almost all the well-known tests on the market, and while there were any number of good, general personality tests available, none of them, in his opinion, focused on these three traits with the intensity and, therefore, the validity, he could endorse. Mr. Abraham then asked Dr. Croner if they could develop their own test. He said yes, and after three years of research, development and validity testing, they rolled out the DriveTest™, which has been widely accepted and praised by our clients as a very precise and effective means of identifying candidates (and in some companies, incumbents), who possess the three characteristics necessary to train and deploy a high performance salesperson.
Today, SalesDrive is the world’s only sales testing and assessment organization exclusively dedicated to helping companies in virtually every sector select and hire Driven salespeople. Our assessment specialists leverage over 80 years of research in the personality traits of high-performing salespeople and now serve over 300 companies worldwide.
The DriveTest is a very useful tool for hiring sales people. The results are easy to interpret and give hiring managers and HR interesting insights into characteristics of their potential hire.
SalesDrive is a key component in the hiring process of Sales Professionals at Traffic Tech, Inc. I have used SalesDrive for many years to assist me in identifying the key personality traits of prospective candidates. SalesDrive assist you in making educated hiring decisions, while reducing the unnecessary expense of hiring the wrong candidate. I consider SalesDrive to be an invaluable resource