sales assessment
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Identify the Perfect Sales Candidate for your Sales Force
- January 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Several years ago I wrote a White Paper that described both the original research as well as the ongoing research that drives our world-class, incredibly predictive, customizable sales specific candidate assessments.
When it comes to our assessments, we strive for excellence, by venturing wider and deeper than anyone else. We can be aggressive for two reasons:
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Experts Provide Sales Management Help for 2009
- January 15, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Here are my thoughts of the day: This economic climate isn’t impossible, it’s just not easy.
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Personality Assessments for Sales – The Definitive Case Study
- January 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Believe it or not, our in-house team was able to accomplish in about one week of intensive work, what the team of PHD’s couldn’t complete in the last year and a half! Test answers in our third round appeared to be coming in exactly where they should have been and all questions were accurately driving the desired findings. Exciting stuff!
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Right Sales People in the Right Roles and the Right Seats
- January 12, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was on site at a client’s last week to kick-off their training. At the end of the kick-off I asked each salesperson for their three biggest lessons learned. One salesperson had difficulty coming up with anything of substance. It turned out that he was new to sales and when we assessed him two months earlier, our assessment indicated that he was not trainable. The client wanted him in the program anyway because he had a hunch it would work out. “Not trainable” manifests in different ways but usually has the same outcome – salespeople don’t improve.
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Surprising Statistics from the Sales Force Grader
- December 22, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The actual results are even more surprising than the number of people (several hundred) that have already visited the FREE Sales Force Grader.
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Tale of Two Assessments – Comparing Value
- December 18, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A potential client wanted to know how Objective Management Group could justify the cost of a our license (unlimited candidate assessments for one year or until the specified number of salespeople are hired) versus what seemed at face value to be a lower cost for DISC assessments.
There are several factors here but they are all worth noting.
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Timid Sales Managers Fearful of Confronting Salespeople
- November 21, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Now how do you feel about ultimatums?
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Is Your Selling Model Effective? Know your Salesforce’s ABC’s
- November 17, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Every company, with or without a salesforce, has a selling model. I know of one company whose model is “we don’t believe in sales”. It works for them, but it won’t work for many others.
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What Really Creates Sales Excellence?
- November 13, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you are like me, you’re receiving email invitations to attend webinars at the rate of 10 to 20 per day. And you’re getting the exact same invitations every single day from the exact same companies. And some of them promise the solution to all of your sales problems – sales excellence solutions. Take a look at the invitations I received today alone!
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Stimulate the Economy – Get Your Salespeople Selling!
- November 12, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was interviewed on two different radio shows today. Jim Lobaito interviewed me about the impact that the economy is having on sales on his weekly business show and David Leopold interviewed me for his live Internet radio show, Let’s Talk Small Business.