- September 18, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A short end-of-the-week post.
Earlier this week I wrote this article about correlation versus causation. I compared analyzing restaurant dining and positive Covid-19 tests, and assessment findings and results. This article will depart from correlation and causation but we’ll still use the Pandemic as a metaphor for certain sales assessment experiences.
I wear a mask whenever I leave the house or the car. As someone in the vulnerable age group for Covid-19, a mask makes me feel much safer and more confident when I encounter other people. When I wear my mask, I lack some of the freedom I previously had and I lose some control because I can’t see where my feet are when I’m walking down a flight of stairs! Of course that’s only problematic if I miss a stair and knock on wood, that hasn’t happened in the first 6 months of the Pandemic.
You lose a little freedom and control but you feel a lot safer and more confident when going out in public.
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.
Companies that use OMG sales candidate assessments for sales selection are seeing huge improvements in applications, assessments completed (the candidate pool), and a sharp decrease in recommended (more lousy sales candidates and/or imperfect fits for the role) candidates, cost per assessment, days to hire and compensation.
Companies that use OMG for sales selection have 80% higher quota attainment, and 238% lower attrition.
You lose a little freedom and control to feel a lot safer and more confident when offering sales candidates a position.
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