---
title: Take The DriveTest® So You Can Hire Right, With Christopher Croner
description: Christopher Croner created The DriveTest® to measure the three non-teachable attributes that determine drive in a sales candidate to help you hire right.
---

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[Take the Scorecard](https://thesaleswhisperer.com/score)

 Jun 13, 2025

# Take The DriveTest® So You Can Hire Right, With Christopher Croner

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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## Read your prospects to sell how they want to buy

 

<iframe style="border-radius:12px" src="https://open.spotify.com/embed/episode/5dGSxO1tEmNCFVPRDovbvR?utm_source=generator" width="100%" height="152" frameborder="0" allowfullscreen allow="autoplay; clipboard-write; encrypted-media; fullscreen; picture-in-picture" loading="lazy"></iframe>

 

***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***

## [Sales Hiring Tips](https://thesaleswhisperer.com/daily) you'll learn in [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...

- SalesDrive
- Finds the "hunters"
- The DriveTest®, three non-teachable attributes = Drive 
    - Need for achievement. 
          - "A soldier will fight long and hard for a bit of colored *ribbon*." - **Napoleon Bonaparte**
    - Competitiveness 
          - Peers
          - Win customers over to their point of view
    - Optimism (resiliency)
    - Drive is the easiest to fake in an interview and the most difficult to accurately rate
    - Assessment + interview questions
- What makes a great salesperson? 
    - Persuasion
    - Organizational skills
    - Etc.
- 5 keys in   
    - Conscientiousness: achievement orientation
- Nature vs Nurture 
    - Parents must hold their kids accountable
- The cost of an under-performer can impact you negatively to the tune of 6-figures easily 
    - His tests are just $200 so you can afford it, even if you're just starting out
- Bigger companies need to streamline their interview process
- He gives "forced choice" questions
- Needs to also be a fit culturally
- If they are low on need for achievement and competitiveness then their optimism can kill your company
- Strong need for achievement helps balance them from being a bull in a China shop
- Gut feel is still important. There must be chemistry.
- Smart salespeople will study how to interview and they'll take over the interview
- This is like "Consumer Reports" for reviewing your candidates
- You can teach people how to do a demo and connect with people
- You must have the culture to manage the sales hunters
- Look for candidates with external motivators like a mortgage and car payments

## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

- "[**Never Hire a Bad Salesperson Again: Selecting Candidates Who Are Absolutely Driven to Succeed**](http://amzn.to/2DthEpm)"
- Visit Dr. Christopher Croner's [**Sales Drive**](https://salesdrive.info) and  get a complementary drive test and the production builder report (Sales management and HR)

 

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

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[![Your Mom Was Wrong...Here Are 7 Ways To Talk To Strangers — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-28606416.jpg?height=200&name=pexels-28606416.jpg)](https://thesaleswhisperer.com/blog/your-mom-was-wrong...here-are-7-ways-to-talk-to-strangers)

[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [Your Mom Was Wrong...Here Are 7 Ways To Talk To Strangers](https://thesaleswhisperer.com/blog/your-mom-was-wrong...here-are-7-ways-to-talk-to-strangers)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

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Make eye contact, smile, and say "hello" Pay them a sincere compliment Ask them a question they're...

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[![How To Grow Your Business on Autopilot — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-1888014.jpg?height=200&name=pexels-1888014.jpg)](https://thesaleswhisperer.com/blog/how-to-grow-your-inbound-marketing-agency)

[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)

## [How To Grow Your Business on Autopilot](https://thesaleswhisperer.com/blog/how-to-grow-your-inbound-marketing-agency)

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