Sales Data and Science
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The Problem With Having Crappy Sales Managers
- November 11, 2020
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
Sales Managers underperform at a mind boggling level. Let me show you the degree to which most sales managers are unqualified.
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New Data Shows an Overlooked Finding Correlates to Sales Effectiveness
- October 15, 2020
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
Compatibility is not only important, it could be one of the most overlooked criteria in hiring sales candidates. Let’s do a deep dive!
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Data Shows Sales Commitment and Motivation Changed During Quarantine
- July 22, 2020
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
Steve Taback and I started our respective sales training firms at the same time back in 1985. We became great friends and he became the second licensee of Objective Management Group (OMG) in 1990. He emailed me asking if I had seen a change in any of the scores of the 21 Sales Core Competencies since the Pandemic had hit. Specifically, he was wondering if there was an increase in the number of salespeople who lacked Commitment or whose Outlook wasn’t good.
OMG! (the other version of OMG this time) Was he asking me to do some research on sales assessment statistics? God, I love that!
Damn that Steve is good. Turns out he was right. Below I’ll share the changes in Commitment, Outlook and Motivation, all of which fluctuated during the past several months.
Take a look at these three screen shots which tell one part of the story.
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New Data Reveals Interesting Differences in Salespeople’s Ability to Work From Home
- June 25, 2020
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
John Pattison, COO of Objective Management Group (OMG), dug into OMG’s remote seller data, and learned that similar to the weather, things aren’t always what they appear to be. The table below shows how this data changes according to sales experience.
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New Data Reveals a Finding That Correlates to Sales Success
- January 29, 2020
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong! Check out some of the profound differences this data mining uncovered!
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The Science Behind One Company’s Top Sales Performers and Why They’re So Much Better
- January 16, 2020
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives.
In today’s article, I’ll share a hot/cold comparison of my own, but this one is about sales candidates. Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded, used the results of a top/bottom analysis to identify the reasons why.
Those results were unusual because many of the differentiators came from outside the 21 Sales Core Competencies. What does it look like when the differentiators come from within the 21 Sales Core Competencies? Take a look at this top/bottom analysis and you’ll quickly see the difference!
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The Deal Breaker That Prevents you From Hiring a Great Salesperson
- January 13, 2020
- Posted by: Dave Kurlan
- Categories: Sales Assessments Compared, Sales Data and Science, Understanding the Sales Force
One of the questions we are often asked by HR Directors is, “Can people game the OMG assessment?” Of course they can try, but we have a very effective algorithm that smokes out those who attempt to cheat. It doesn’t happen very often that somebody attempts a big cheat but when it does, it’s almost magical in the way we uncover them.
There is a very small percentage of salespeople who attempt an all out cheat. This unethical group can usually be found in the category of weak salespeople – the bottom 50% – which explains why they think they need to cheat. But what happens if a good salesperson attempts to game the system? What would that look like?
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An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded
- January 9, 2020
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
You hired a great salesperson that didn’t work out. You hired a so-so salesperson that did work out. You hired another great one that kicked ass, and another one that was so-so. That’s the story of hiring salespeople. It’s mostly hit or miss with an emphasis on miss.
In this article I’m going to share an actual example that illustrates why this happens so frequently. I’ll show you tangible differences between three salespeople who succeeded and three who failed in the same role at the same company.
Most of the time when we perform these analyses the differences are usually seen inside of the 21 Sales Core Competencies – the performers are strong in the necessary competencies and the failures are not.
So let’s dig into some data, shall we?
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Salespeople in Small Companies are 43% Better at This and Other Salesenomics Insights
- January 7, 2020
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
You seek out the best products, best stores, best websites and best experiences. Doesn’t it make sense to wonder about where you can find the best salespeople?
I asked Objective Management Group’s (OMG) COO, John Pattison, to dig into some of our data from the evaluations of 1,932,059 salespeople from companies and provide me with some scores.
I reviewed the data and have a number of very interesting and surprising Salesenomics conclusions to share.
