sales assessments
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Look for Potential in the Next Generation of Sales Hires
- July 22, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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The Harvard Business Review finally published a relevant article that I agreed with! Yeah HBR. Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories.21st Century Talent Spotting points
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What Percentage of Sales Candidates Are Hired?
- July 21, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Do you know what percentage of sales candidates eventually get hired? I posed that very question to Google search and none of the results, that appeared on the first page, answered my question. Two results pointed to my article from -
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 -
Sales Blogging – Do As I Say, Not as I Do
- May 1, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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It’s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say.If you were to read through each of the articles I have posted on this
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Rejection – Why it is the #1 Enemy in Modern Selling
- April 3, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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For a change, rather than contributing to all the noise about inbound replacing outbound, inside replacing outside, insights replacing sales steps, buyers’ process replacing sales process, let’s talk about something that has a huge, relevant impact on selling, regardless of -
The Biggest Mistake Executives Make about their Sales Force
- March 18, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Yesterday, I had my annual physical and my doctor ordered the usual array of blood tests. It didn’t matter that I felt terrific. It didn’t matter that he observed my blood pressure, throat, eyes and ears to be perfect. It -
Your Next Sales Candidate: Looking for “The One”
- March 5, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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A couple of questions from the mail bag concerned finding that special someone; you know, “The One.”In the first case, the client had hired a few salespeople who didn’t work out and wanted to know if Objective Management Group’s
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Are You Any Good at Evaluating Sales Talent?
- February 11, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Well, are you?I’ll bet you are. You can probably spot an energetic, motivated, likable, memorable, polished, polite and attractive salesperson from a handshake away. Aren’t those the ones you like best? Aren’t those, especially when they have industry background,
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What Does it Take to Become a Sales Manager?
- January 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was listening to a Boston Sports Radio Station, the same one I wrote about here. Today’s guests were Christian Fauria, former tight end of the New England Patriots, and Matt Chatham, former linebacker of the same
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What Percentage of Sales Candidates are Worthy of Being Hired?
- January 13, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse?
The 
Do you know what percentage of sales candidates eventually get hired? I posed 
It’s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say.
For a change, rather than contributing to all the noise about inbound replacing outbound, inside replacing outside, insights replacing sales steps, buyers’ process replacing sales process, let’s talk about something that has a huge, relevant impact on selling, regardless of 
Yesterday, I had my annual physical and my doctor ordered the usual array of blood tests. It didn’t matter that I felt terrific. It didn’t matter that he observed my blood pressure, throat, eyes and ears to be perfect. It 
A couple of questions from the mail bag concerned finding that special someone; you know, “The One.”
Well, are you?
It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question,