Search Results
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Why Isn’t This Sales Candidate Hirable?
- January 17, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When a client runs a pre-employment assessment on a candidate and the results are unfavorable, the client will sometimes push back and fight the unfavorable finding. Why? They already fell in love with the candidate and, rather than wanting the truth about the candidate, they prefer validation of their feelings. How does one avoid this outcome? All candidates should be assessed prior to being interviewed so that the employer has objective intelligence for the interview.
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Black Hole – In the Dark Over Assessments and their Applications
- October 4, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There is a tremendous amount to learn about any assessment and most are not motivated to learn everything there is to know about an assessment, never mind 5, 10, or 20 assessments. Here are some of the many things to consider:
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The Sales Hires Couldn’t All Be Bad, Could They?
- July 21, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I spoke with a manager who was attempting to solve a huge turnover problem – more than 100% annually.
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The Latest and Greatest
- June 15, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This particular President made a decision to hire 9 green salespeople because he could afford to pay them only $30,000. What he fails to realize is that it will take the better part of a year to develop 9 green salespeople to the point where they are closing business, other than by accident or luck, on a regular basis. So he invests $270,000 and sees very little revenue in return.
What would happen if he chose to hire 5 experienced salespeople instead?
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Contingencies
- June 7, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It doesn’t matter what kind of business you’re in. Having an effective recruiting process that incorporates the use of an accurate sales assessment early in the process is as important as an accounting system that provides cash flow reports.