Sales Candidate
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Why Top and Bottom Salespeople Have the Same Scores
- November 21, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Companies want to use accurate sales assessments but are they accurate when the top and bottom salespeople have the same scores?
The Analogy
Have you ever searched for an item on Amazon and you not only found the item you
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Top 5 Keys to Hire Ideal Sales Candidates at Your Company
- September 11, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you’re a gardener, and you’ve had as much rain as we have received in Central Massachusetts in the summer of 2023, then your plants that prefer dry soil are rotting – just like some of ours. Farmers have it
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Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?
- December 1, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When are you most likely to find the item you lost or misplaced? Immediately after you purchase its replacement, of course!
I just found an article that I wrote in 2012 but forgot to click the publish button! Almost nine
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How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments
- September 17, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Do you hate meetings as much as I do?
They’re the worst. But I have one weekly meeting that’s always uplifting and productive.
I’m talking about my weekly meeting with John Pattison, COO of Objective Management Group (OMG). He
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Hiring Salespeople Should Not be Like a Coin Flip
- February 6, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…For most companies, hiring the right salespeople has always been problematic. With the shortage of quality sales candidates, it’s now more difficult than ever. The pressure to fill a role often causes sales management to hire the best from a
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Data Shows That Only 14% are Qualified for the Easiest Selling Roles
- November 15, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Lays Potato Chips. Movie Theater Popcorn. Toll House Chocolate Chip Cookies. BBQ Ribs. Fudge Brownies. Rolos (a personal favorite from years ago). All junk food which, after having the first one, you just can’t stop there. You must have more.
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Increase Odds of Successful Sales Hire by 368%
- November 6, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A Harvard Business Review study proved that using pre-employment assessments increased the probability of a successful hire from 13% to 72%.
I read that exact statement in a marketing promo for a search company and as they hoped, it got
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Are Millennials Who Enter Sales Better or Worse Than the Rest of the Sales Population?
- August 31, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than into people, don’t like working traditional hours, and don’t enjoy working in traditional ways. That said, would you expect them to
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Choose Which of These Two Assessments are More Predictive of Sales Success
- February 10, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This week, a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG). Most people have little sense as to how assessments compare
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Top 5 Keys to Select and Hire Great Salespeople in 2015
- December 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I’m always amused when an email comes through with a message that says something like, “Maybe we should target candidates that aren’t recommended” or “Why do so many candidates lack Commitment?” or “Your assessments are only recommending 1 out of