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.

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.”

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.