- October 7, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before I purchased my first Jaguar, my dream car was the Infiniti Q45. In the early 90’s, I couldn’t wait to get that car and when winter came, I couldn’t wait to get rid of it. It didn’t matter what kind of tires I put on that expensive-but-useless-piece-of-crap-for-all-of-winter car, it wouldn’t go in the snow and ice. I had to drive up a steep, mile-long hill to get home at the end of the day, and the hill wasn’t well salted or sanded because it ran alongside a lake. The parts of the Q45 became more important than the appeal of the car.
My brother-in-law had an old jeep. It wasn’t expensive and it didn’t look great but it drove so well in the snow and ice that he rescued me when my Q45 wouldn’t make it up that long hill. The parts of the Jeep were more important than the lack of appeal of the Jeep.
That brings us to OMG’s (Objective Management Group) Sales Candidate Assessment. Usually, the overall score, relative strength of a candidate’s capabilities, and recommendation are more important than any specific scores. Usually. But with the assessment of Mary, it was an entirely different story.
Let’s review the scores and findings from Mary’s OMG Sales Candidate Assessment. She had really good scores. Really good. Her Sales Percentile was 82 so she was stronger than 82% of the salespeople in the world. So was OMG wrong? Why did the company hire her? Why did she fail?
OMG wasn’t wrong and as usual, OMG nailed it. She wasn’t a good fit for a new business development role and OMG did not recommend Mary for that role. But the company didn’t want to pass on a sales candidate who was an 82 so they invited her in for an interview. You know what happened next. She sold herself, they thought her experience was a fit, and they hired her.
It didn’t take long for the failing to begin. While Mary scored well in 16 of the 21 Sales Core Competencies, four of the five competencies in which she scored very poorly were crucial to success in the role she was hired for.
- Doesn’t Need to be Liked – 62. A score over 79 is preferred for this role.
- Reaches Decision Makers – 35. A score over 66 is preferred for this role.
- Relationship Building – 17. A score of over 59 is preferred for this role.
- Responsibility – 0. A score of over 74 is preferred for all selling roles.
- Closing – 24. 24 would have been fine if she could do everything well that must take place prior to closing.
Mary couldn’t get past gatekeepers!
Mary would call, the gatekeeper would answer and attempt to get rid of her, and because Mary needed to be liked, she couldn’t push back and overcome the initial wave of resistance. Failing to reach the decision maker, she settled for someone without authority, failed to build a relationship, and did not impress mid-level managers enough to reach the decision maker. She blamed the selling model, the gatekeepers, the training, the coaching, her manager, the company and anything and everyone other than the source of the problem: Mary.
Do you remember my opening analogy about cars and their capabilities in the snow and ice? Mary’s overall score of 82 is the Infinity Q45 and her four weaknesses are the four tires. It didn’t matter how good her assessment looked, none of that mattered if she couldn’t get the sales cycle started.
The warnings were right there in green, gold, red and white. Good for OMG.
The client ignored the obvious and focused on a single number. Bad for the client.
The salesperson failed in exactly the way that was predicted. Another case of the salesperson simply being the salesperson.
There is nothing more accurate and predictive for hiring salespeople than OMG’s Sales Candidate Assessments and OMG has assessed 2,258,422 of them!
If you are one of the 35,000 companies using OMG to assess your sales candidates, thank you!
If you want a sample click here and place a checkmark next to Sales Candidate Assessment.
If you want to take it for a test drive click here for a free trial.
If you’re ready to get started click here and an expert will help you customize the tool for the sales role(s) you are filling.