Personality Tests
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The 21 New Sales Core Competencies for Modern Selling
- July 10, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Image Copyright Kheng Guan Toh via Shutterstock.com
[Note – While you may still wish to read this, the 10 Competencies were updated again in 2020 and this article has the latest lists as well as a link that allows you -
Why Can’t We Hire This Sales Candidate?
- July 22, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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We interviewed him; she’s from our industry; we really like him; but your assessment says she is not recommended. Why can’t we hire her?That’s probably the single, most frequently asked question that we hear.
So, to answer the “Why
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Personality Tests, Sales Candidate Selection – How Tests Measure Up
- June 17, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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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 -
Latest Research on Personality Assessments for Sales Selection
- April 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Two articles caught my attention today.The first, 10 Traits of Successful Salespeople, was typical of the misinformation that often passes for must-read information:
- The data came from commission-only insurance salespeople in just one company, so it has limited
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Compromises in Sales Candidate Assessments Compromise Revenue
- September 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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When I first began to evangelize the importance of sales force evaluations and sales candidate assessments in the early 90’s, no other assessment company was focused on the sales force or developing a sales-specific (built for, rather than modified for, -
More Sales Assessment Imposters Exposed
- May 29, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When I call a sales assessment an imposter, I am usually referring to a personality or a behavioral styles assessment that has been adapted for sales. The adaptation has marketing making the claim that the assessments were built for sales.
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Another Sales Assessment Takes on OMG – What Does it Reveal?
- April 4, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Today, we have another rare opportunity to compare a personality assessment, masquerading as a sales assessment, to OMG’s sales-specific assessment. A candidate took the test with which the recruiter was familiar, Sales Achievement Predictor (SalesAP), while the client asked -
The Latest Fiction for the Sales Force – No More Hunters and Farmers
- September 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead.
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180 and 360 Degree Assessments on the Sales Force
- June 4, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…There are not a lot of companies that undertake 180 degree or 360 degree assessments of the sales force and that’s a good thing because there are so many limitations.
We interviewed him; she’s from our industry; we really like him; but your assessment says she is not recommended. Why can’t we hire her?
A recent 
Two articles caught my attention today.
When I first began to evangelize the importance of sales force evaluations and sales candidate assessments in the early 90’s, no other assessment company was focused on the sales force or developing a sales-specific (built for, rather than modified for, 
Today, we have another rare opportunity to compare a personality assessment, masquerading as a sales assessment, to - 1
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