Personality Tests
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Is 28 Years Long Enough for a Sales Assessment Trial ?
- September 19, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Sony PlayStation, Gorilla Glue, Aquafina, and The George Forman Grill were all introduced in 1994. You’ve heard of those but have you heard of Vamp Nail Polish or KoronaPay? They were also introduced in 1994.
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62% Less Turnover and 80% Higher Quota Attainment When You Hire Salespeople the Right Way
- February 3, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Buying a snowblower? Pick one, have it delivered, wait for a snowstorm and blow some snow. What’s the worst that can happen?
Planning to go out for dinner? Choose a restaurant, make a reservation, show up and enjoy. What’s the
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A Home Run – How the Right Data Can Help You Hire Your Ideal Salespeople
- July 13, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last night Major League Baseball held its annual Home Run Derby. We’ve seen the home run derbies before. We watch them every year. They are always the same – each slugger tries to hit more home runs than the
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MUST READ: Are Assessments as Evil as the Persona Movie Suggests?
- April 7, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Suppose you made a movie about cars and decided to feature the 1970’s era Ford Pinto, arguably the most dangerous car ever made. In your movie, you say that since the Ford Pinto is a car, it is therefore representative
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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
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New Data Shows an Overlooked Finding Correlates to Sales Effectiveness
- October 15, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn’t compatible with the Mac OS. It only runs on
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New: The 21 Sales Core Competencies for 2020 And Beyond
- September 27, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Had an update lately?
I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. Yawn. It seems half of them are to fix something that broke in the previous release.
Apple updates the
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The New York Times’ Misleading Article on Assessments and Their Use Cases
- March 3, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I’m not usually late but I’m really late on this topic!
Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology. The story included specific assessments
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Keys to Improved Sales Performance – Part 1 of 4
- September 2, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is the first in a four-part series that will run this week.
If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer
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Starting with the Sales Management Team – Is it a Bad Decision?
- August 21, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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The CEO said, “We really like what you do, your sales force evaluation is exactly what we need, the information, data, science and intelligence that you provide is perfect for us. This is the right time to move forward,
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