Episode description

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. His is is an active member of the Consulting Section of the Illinois Psychological Association and former Co-Program Chair of Chicago Industrial/Organizational Psychologists (CIOP).

“In 2002, I discovered there was a lack of assessment tools specifically targeting Drive in sales candidates, so I set out to develop my own sales assessment test. After years of research, development, and validity testing, I developed The DriveTest®: The only sales assessment that is scientifically designed to identify candidates that possess the three non-teachable traits common to top producers.

Want to start hiring top sales talent? Let me offer you a free DriveTest® right now. Visit: https://salesdrive.info/free-trial-request to access a free test.” - Dr Christopher Croner

Key Points of our Discussion

• Chris’s clinical psychology background and entry into sales

• The three key un-teachable personality traits that create “Drive”

• The cost and dangers of hiring on “gut feel”

• Best practice hiring processes to secure high performing hunters

• Tips to attracting high drive applicants in your ads

• Communicating culture and opportunity

• The well-constructed phone screening process

• The importance of a structured behavioural interview

• Designing the right interview questions

• The power of an assessment PRIOR to interview

To connect with Chris, you can find him here on LinkedIn
Find More on Sales Drive here