sales recruiting
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Teaching Sales in School is Like Learning to Golf on the Wii
- July 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The article, “Can College Teach You to Sell?”, has its pros and cons. Let’s start with the good stuff.
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10 Lessons From the Sales Candidate Who Smelled Like He Peed on Himself
- July 3, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It was quite the claim. I remember telling my client that the next candidate we were to interview was the best sounding candidate I had ever spoken with on the phone. Robert, the sales manager, went to the lobby to get the candidate and returned, an ashen look on his face. Ray, the candidate, followed Robert into the conference room and suddenly, I had the same ashen look on my face. It seemed that the best candidate I had ever spoken with by phone was, well, a bum!
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Hire the Best Salespeople on the Planet
- May 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Several months ago Objective Management Group began to identify hirable candidates that are ideal – they will ramp-up more quickly than a normal hirable candidate. A normal candidate should ramp up according to this formula I devised many years ago:
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Don’t Make Assumptions About Sales Candidates
- March 31, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have previously shared many instances of sales candidate assessments coming to life with their email, voice mails and interview antics following the taking of our assessment. While the following email is another example of that, it is an even better example of what happens when a skeptical client finally realizes it:
The client wrote:
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The CEO Who Needed to Hire Salespeople
- February 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday I spoke with a CEO who asked for some help recruiting salespeople. It seems that the salespeople they had previously hired had failed. As I learned more about their business, a few things became obvious to me:
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Topgrading Pros, Cons and Sales Assessments
- February 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Somehow, I got thrown into the middle of an internet disagreement between Brad Smart, author of Topgrading, and Bob Corlett, a blogger who calls himself The Staffing Adviser.
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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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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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A Career in Sales is No Place for a….
- November 25, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I must be losing my vision because regardless of the number of times I looked, I still didn’t see Sales on the list. So here we are and the profession is still so disrespected that they don’t even want to expose high school kids to the opportunity to earn more than most of the careers listed above.