sales hiring
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Compromises in Sales Candidate Assessments Compromise Revenue
- September 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Experience has demonstrated that there are three areas where companies tend to compromise with sales candidate assessments and those compromises always lead to revenue shortages:
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When are Salespeople Too Old to Sell Effectively? 10 Conditions
- June 27, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When it’s time to recruit salespeople, clients have often told me that they want a “less mature, more energetic, and fit” salesperson – code for “younger”.
Like the Beach Boys, who can still pull it off with ease, salespeople can still pull it off with ease as they age, well into their 70’s, as long as the following ten conditions exist:
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More Sales Assessment Imposters Exposed
- May 29, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Assessments can have a huge impact on selection, diagnosis and development of the sales organization. However, if you choose the wrong assessments – imposters – you won’t receive any of the powerful intelligence or predictive benefits that OMG provides its users.
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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
I received an email asking if I could explain why OMG’s assessment said “Not Recommended” and the SalesAP said “Highly Recommended”. In general terms, SalesAP, like all personality assessments, makes assumptions about its sales findings.
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How Many Sales Candidate Assessments Does it Take?
- February 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why wouldn’t you just wait until the end of the process to assess the candidates? Three reasons:
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5,000 Reasons to Hire Salespeople Today
- January 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you don’t use OMG’s Sales Candidate Assessments early in the process you will waste a tremendous amount of time and money interviewing and hiring imposters. If you don’t get started hiring salespeople now the pickings will be even slimmer as spring approaches.
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The Difference Between Sales Commitment and Desire
- November 18, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was explaining this difference to a client and the two findings, which we were comparing, were striking in their contrast.
The candidate in question scored 100 (off the charts) on Desire (how badly he wants to succeed in sales); yet, as low as he was high – 16 – on Commitment – his willingness to do what it takes to succeed in sales. So as you might expect, the client asked, “How can he score so high in Desire but so low in Commitment?”
Great question.
I’ll explain it in exactly the same fashion I explained it to him.
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Will This Sales Candidate Really Fail If We Hire Him?
- October 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When it says Not Recommended, you really need to believe the science behind the recommendation – if you dare to hire one of these candidates 75% of them will fail inside of 6 months.
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The Sales Interview – When One Candidate is Actually Two?
- September 30, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You can overlook what you like and discount the candidate.
You can overlook what you don’t like and hire the candidate – a compromise.
Or you can play best 2 out of 3.
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What Does Sales Longevity Really Mean?
- September 9, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Objective Management Group has included the Sales Longevity Finding for about a year and clients still ask, “What does it really mean?”
It’s really 3 things: