Hiring Driven Top Sales Performers with Chris Croner

Podcasts

chris-croner-podcast-steven-norman

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. He 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. Those three traits are:

• Need for Achievement
• Competitiveness
• Optimism

These characteristics combine to form the core characteristic: Drive. It is the critical component of a successful salesperson’s personality and what internally pushes them to succeed. Along with identifying Drive, The DriveTest® identifies other important, teachable skills necessary for success in sales such as:

• Confidence
• Persuasiveness
• Relationship Skills
• Organization

Want to start hiring top sales producers? 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

  • Ian’s impressive sales success story
  • Discipline vs being “motivated”
  • Mindset and personal development
  • Getting in the habit of doing the hard things
  • Steven Covey’s time management quadrant
  • Selling in a recession
  • Innovatively creating opportunities in sales
To connect with Chris, you can find him here on LinkedIn
Find More on Sales Drive here
Steven Norman

Steven Norman

Steven Norman is an accomplished frontline sales and business leader dedicated to helping B2B sales leaders upgrade their knowledge and skills, build next-generation sales teams and turbo-boost their careers. Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, NEC and Targus across the Asia Pacific. Recent years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership development advisory service. In 2019 Steven released his New Book “Future Proof Sales Strategy.” Seven steps to equip sales leaders with the tools to rise above the complex challenges facing the B2B sales industry.

Share the Knowledge