2015 January 05
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Exposed – Personality Tests Disguised as Sales Assessments
- January 5, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, I met with a long-time client who, in his previous company, used OMG’s Assessments to identify what needed to change in order to double revenue from $30 million to $60 million. In his new company, which is already about 12x that size, he wants to double revenue again. He said, “I just wasted two years with the _____ Assessment.” The assessment to which he referred was a personality assessment marketed as a sales assessment. It could have referred to any personality or behavioral-styles assessment.
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Is the “Lack of Commitment to Sales Success” Finding Predictive?
- January 5, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So you have your sales force evaluated and in addition to learning why you are getting the results you are getting, and what you can do to significantly improve those results, you are surprised by some of the individual findings on some of your salespeople. One of the findings that generates the most push-back is Lack of Commitment to sales success.
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Personality Tests, Sales Candidate Selection – How Tests Measure Up
- January 5, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A recent article in Columbus Business First discussed background checks and use of personality tests. The most important line in the article read, “Personality often is the best insight into whether a person is a good cultural fit for a specific company.”
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Sales Selection Experiment: A Must Read Case Study
- January 5, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This kind of story doesn’t happen every day.
One of Objective Management Group’s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. They were assessed with OMG’s tools, and assembled into 5 teams, all selling the exact same product. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period.