We Help Companies Build Better Sales Teams By Improving Their Hiring Process With Our Sales Test.
At SalesDrive, LLC, we help companies perfect the salesperson hiring process by offering a variety of tools, like our sales assessment, The DriveTest®, for vetting candidates, our book Never Hire a Bad Salesperson Again Ed. 2, which details our research on reviewing resumes, conducting behavioral interviews, onboarding and training salespeople and much more, and a sales psychology-based series called Sales Psyched!.
Key Products & Services
Research shows that successful salespeople share three, non-teachable personality traits:
- Need for Achievement
Collectively, these three traits are referred to as Drive. All of our products and services have been designed with an intense focus on Drive.
The DriveTest® Sales Assessment
Our sales assessment, The DriveTest®, is at the epicenter of our hiring methodology and is our distinct differentiator. The DriveTest® was designed for one thing: identifying “Hunter” salespeople, who have the non-teachable characteristics needed to succeed in sales and drive revenue for you and your business. Identifying sales candidates with the core potential for sales success, prior to interviewing, is crucial for maximizing your chances of hiring a salespeople who will truly produce for you.
Sales Psyched! is a sales enhancement series designed to provide you with the latest sales psychology techniques and strategies to take your sales team’s performance to the next level. Each episode is presented by sales psychologist, Dr. Chris Croner, who has spent his career helping companies hire and develop high-performance sales talent. Sales Psyched is available on YouTube and as a Podcast.
Never Hire a Bad Salesperson Again Ed. 2
Never Hire a Bad Salesperson Again: Selecting Candidates Who Are Absolutely Driven to Succeed is our book, co-authored by Dr. Christopher Croner and Richard Abraham. The common denominator of success in sales is the personality characteristic of Drive. In our book, we discuss how to find it, nurture it and leverage it to build a lasting team of high performers.
Assessment Developer and Lead Psychologist
Dr. Christopher Croner
Dr. Christopher Croner received his BA in Psychology from DePaul University, and his Masters and Ph.D. in Clinical Psychology from Southern Illinois University at Carbondale.
Dr. Croner is co-author of the book, Never Hire a Bad Salesperson Again, detailing his research and practice in identifying the non-teachable personality traits common to top producers.
Dr. Croner developed the proprietary DriveTest® online sales test and The Drive Interview, both used for hiring “Hunter” salespeople. Using this method, he has helped more than 1,400 companies worldwide to hire and develop top-performing salespeople.
Dr. Croner has served as an adjunct faculty member at the Chicago School of Professional Psychology, teaching personnel selection in the Industrial Psychology Master of Arts program. Dr. Croner is an active member of the Consulting Section of the Illinois Psychological Association and former Co-Program Chair of Chicago Industrial/Organizational Psychologists (CIOP).
To hear from Dr. Croner, check out our Media Page which features Podcasts Interviews, Videos and Articles. Dr. Croner providers viewers with best practices for sales assessing, interviewing and hiring from a psychological perspective.
How SalesDrive, LLC Came To Be
SalesDrive was founded in 2005 based on the single biggest frustration many companies face, 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.
Dr. Christopher Croner set out to find a solution to this problem. The right formula remained elusive until he began to focus on the personality traits that were, perhaps, common to most high-producing salespeople.
He conducted extensive research on salespeople with the mission being 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 more than 90 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.
Dr. Croner’s Conclusions on Sales Characteristics
- There are three innate personality characteristics that high-performing salespeople share.
- Need for Achievement
- All three personality characteristics are essential, and none of these can be taught. This 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. The next question was “What sales assessment or process could sales managers use to identify these traits in candidates.” Unfortunately, Dr. Croner had examined almost all the well-known assessments on the market, and while there were good, general personality tests available, none of them, focused on these three traits with the intensity and, therefore, the validity, that he could endorse.
Developing The DriveTest®
As a result of the lack of adequate assessment tools, Dr. Croner set out to develop his own sales assessment test. After three years of research, development and validity testing, SalesDrive, LLC rolled out the DriveTest®.
This new online sales assessment has been widely accepted and praised by our clients as a very precise and effective means of identifying sales candidates (and in some companies, current salespeople), who possess the three characteristics necessary to train and deploy high-performing salespeople.
Why Clients Choose Us
Clients choose us because we simplify the sales hiring process and help them build better sales teams, while avoiding salespeople who cannot sustain performance – saving them time and money in the process.
By focusing on the three elements of Drive: Need for Achievement, Competitiveness and Optimism, we assist companies in selecting only high potential sales candidates, allowing them to spent their precious time interviewing only top candidates. Once hired, we provide comprehensive training guidance to help clients onboard, mentor and coach their new sales reps.
Hear From Our Clients
We have been using the SalesDrive assessment for over 6 months and have found it to be a valuable addition to our process. The [DriveTest®] assessment gives us great insight into the Drive and sales potential of assessed candidates. When reviewed, addressed and used properly SalesDrive gives us real areas of focus to discuss with interviewees. Miranda Toops, Dr. Chris Croner and team are extremely supportive and respond to anything we need right away. They provide us great support, additional resources and tips, and have been a valuable part of our success with SalesDrive.
Michael Kelly, Director of Talent Acquisition, Express Locations
The DriveTest® is a critical element of the sales recruiting process for our franchisees, and dealers. It lets them size up a candidate quickly, and interview only those with a high potential for success.
Ron Davidson, Dealer Development, Ram Jack Systems
When it comes to sales reps, the most important success factor is their personality. SalesDrive helps us look beneath the surface to evaluate if the candidate has the necessary ‘sales DNA’.
Robert Beck, Managing Partner, Hahlbrock Digital Personalberatung GmbH
The DriveTest® is a very useful tool for hiring salespeople. The results are easy to interpret and give hiring managers and HR interesting insights into characteristics of their potential hire.
Joanna Bloch, HR and Benefits Consultant, Compugen, Inc.
SalesDrive, LLC 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.
Mark Schiele, Vice President of Sales & Marketing USATraffic Tech, Inc.