OMG Assessment
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Why Coaching Causes Some Sales Managers to Hold On for Dear Life
- March 4, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Over the past few months I’ve been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are several that don’t follow
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Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople
- August 14, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As you know, I’m a baseball guy. I wrote the best-selling book that merged baseball and selling, my son is a ranked high school catcher and I use baseball analogies in many of my articles. With apologies to soccer,
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Eliminate Delayed Closings Once and for All
- May 14, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A long time ago I realized that in the suburbs outside of Boston, new leaves reach full size each Spring on May 11. This year, with the cold April we endured, May 11 came and went and the leaves were
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Discovered – Data Reveals the Second Biggest Obstacle to Closing More Sales
- May 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere. 5 of my last 10 articles were
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New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople
- April 17, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be
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B2B Salespeople Send 16,000+ Unqualified Proposals Each Day!
- November 30, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you have a role in sales or sales leadership then what could be better than knowing exactly how you and/or your salespeople REALLY compare with the other salespeople in your industry or in the world? Could anything be more
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5 Sales Hiring Mistakes and Fake Resume Claims
- October 10, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I always enjoy reading articles that expose things I don’t know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X. I had the opportunity to provide that kind of training to a dozen or so
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Closing and Negotiating Challenges – Symptoms of Another Selling Problem
- April 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One of OMG’s sales candidate assessment clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended. Surprisingly, recruiting salespeople was not one of the topics addressed in the Richardson
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The Future of Selling – Understanding This Crucial Sales Competency is More Important Than Ever
- April 12, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…While much about selling has changed in the past 10 years, most of the science behind sales excellence has not changed at all. While there have been a few changes to the 21 Sales Core Competencies, most of them
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How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling
- April 4, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Over the years I’ve debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today