- September 12, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Kathryn Davis published an article warning that companies proceed with caution before they use personality tests. While she cites ‘no adverse impact’ and ‘questions that could violate privacy’ or ‘questions that could uncover mental disorders’, she really questions whether personality tests are worth the risk.
I believe that there are some very accurate, high-integrity, professionally developed personality tests. What I have always questioned is whether any of them should be used to assess salespeople for anything other than how they will fit in the culture. It has always been my belief that whether for development purposes or selection purposes, you must use a sales specific assessment as opposed to one that has been modified for sales.
The industry leader and pioneer in sales assessments is none other than Objective Management Group. The top notch sales force evaluation process, findings and recommendations are head and shoulders above anything else on the market and the assessments for hiring salespeople are extremely predictive of performance.
(c) Copyright 2006 Objective Management Group, Inc.