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There is More Than One Type of Bias in Hiring Salespeople
- December 4, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Biases drive decision making. You have them. I have them. We all have them. Most of the time those biases are fine but when it comes to hiring, and specifically sales hiring, bias can get you in a heap of trouble.
While some biases simply cause bad hiring decisions, others have led to the growth of the Diversity, Equality and Inclusion (DEI) role in companies. This article attempts to explain and make sense of the various biases, how they affect selection, and how that correlates to sales success.
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Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?
- December 1, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Almost nine years in the making, this article compares OMG with Caliper and I did update it so that the information on both assessments is current.
I compared two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Not being one to pass up opportunities like this, I conducted another comparison where OMG recommended this person for the role and Caliper did not.
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2020’s Ten Must Read Sales and Sales Leadership Articles
- November 30, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Why I Can’t Talk About This form of Rejection Anymore
- November 25, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I want to ask for your help. Please read these two rants and then comment – I really need your comments, inbound links and outrage to support my position.
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Data Shows That Your Sales Team is No Different Than Your Lawn
- November 20, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
But why do sales teams continue to fail, year after year, regardless of industry, and in every economy? Why don’t the numbers improve? Why don’t more salespeople jump from C’s to B’s? From B’s to A’s? From D’s to C’s? The answers – and there are plenty – are evasive. But let’s try!
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Selling Over Video – The Six Things You Must Do Next to Improve Your Look
- November 17, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
At this point, most salespeople have accepted that the majority of their sales “calls” will take place over Zoom or similar video platform. However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are two completely different things. In today’s article, we’ll discuss the next set of steps you should take so that selling over video can be as effective as possible.
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New Data – Most Sales Managers are a Disaster When it Comes to Coaching
- November 16, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My article about Crappy Sales Managers discussed the low recommendation rates for sales management candidates, why they are so low, and the bigger repercussions of the problem. Speaking of deeper dives, today’s article takes a deeper dive into one of the problems identified in the prior article; crappy sales coaching skills.
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The Problem With Having Crappy Sales Managers
- November 11, 2020
- Posted by: Dave Kurlan
- Category: 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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First Steps to Generate More Sales Opportunities Today
- November 5, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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The Correlation Between Milestones, Sales Process and Sales Success
- October 26, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Back in the early 90’s, in the very early days of OMG, only 9% of all salespeople had and/or followed a sales process. While that has improved dramatically in the last 30 years, to 45%, it is still way too low. Check out these findings.