Hiring Driven Top Sales Performers with Chris 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. 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: to access a free test.”

– Dr. Christopher Croner

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

Key Points of our Discussion