sales selelction

  • There is More Than One Type of Bias in Hiring Salespeople

    • December 4, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Biases drive decision making.  You have them.  I have them.  We all have them.  Most of the time those biases are fine but when it comes to hiring, and specifically sales hiring, bias can get you in a heap of trouble.

    While some biases simply cause bad hiring decisions, others have led to the growth of the Diversity, Equality and Inclusion (DEI) role in companies. This article attempts to explain and make sense of the various biases, how they affect selection, and how that correlates to sales success.

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  • The Difference Between OMG and Extended DISC Assessments

    • October 7, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When it comes to sales assessments, things are also not what they appear to be.  For example, take the FinXS Extended DISC which, at first glance, appears to have much in common with Objective Management Group’s (OMG) Salesperson Evaluations and Sales Candidate Assessments.  But are they the same, similar, or is it more like the Chinese rip-off?

    Let’s take a look under the hoods of both assessments and then you can decide.  We’ll begin with a comparison of the two respective dashboards.

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  • Masks and Sales Assessments – You Lose a Little Freedom and Control for Safety and Confidence

    • September 18, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The same thing happens when clients use Objective Management Group’s (OMG) accurate and predictive sales candidate assessments.  They lose a little freedom because they no longer arbitrarily interview salespeople who they feel like interviewing, and refrain from simply offering positions to people because they have a gut feeling about a candidate.   However, they lose some control because one half to two-thirds of the candidates will not be recommended when they aren’t great fits for the particular sales role for which the company is hiring, or simply aren’t very good salespeople – period.

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  • Part 4 – The Real Story Behind the Sales Selection Fiasco

    • October 21, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This week we discovered a statistical difference between those salespeople who currently work for a company whose sales force was evaluated, and those sales candidates who were applying for sales positions.

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  • Sales Success is Like Making Great Tasting Soup

    • November 3, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sales success is no more about any one competency than great-tasting soup is about one ingredient.  If you omit one ingredient, like salt, the soup will taste bland.  If you omit one competency, like Qualifying, your sales effectiveness will suffer.  While you can’t leave one ingredient out of the soup, it’s also not possible to make soup by focusing on and including only one ingredient.  Likewise, with sales, you can’t expect to succeed, dominate your market, and celebrate your results if you focus on and include only one of the competencies on my list.  

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