Search Results

  • The Bob Chronicles Part 5 – Bob Can’t Win This Argument Over a Sales Core Competency

    • June 22, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    OMG has assessed more than 2 million salespeople and measures their sales capabilities in 21 Sales Core Competencies.  While some might not like their scores, most salespeople agree with our findings because they are extremely accurate.  However, there is one competency of the 21 that causes salespeople to dig in, disagree, and push back.  Today I will explain the competency and share yesterday’s conversation with Bob.  For new readers, and those who don’t remember, Bob tends to get himself into trouble and is representative of all weak salespeople.

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  • Self Directed Courses

    • June 3, 2021
    • Posted by: Kurlan & Associates, Inc.
    • Categories:
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  • How to Use Buckets to Improve Sales Performance and Coaching

    • February 19, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Buckets are important, especially when you’re attempting to coach up a salesperson or even improve your own sales performance.  If you don’t have the OMG evaluation at your fingertips and can’t lookup the scores in 21 Sales Core Competencies, or see which attributes need to be improved, you’ll need to think in terms of buckets.

    When salespeople are struggling, there are five primary buckets to consider:

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  • New Movie Has 3 Great Lessons for Salespeople and Sales Managers

    • January 18, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies.  It’s almost like the movie studios decided to release all the movies filmed in the past several years that weren’t ready for prime time and hope that people would stream them at home during the pandemic because we had watched everything else.

    One exception to the crappiness of 2020 movies is The Trial of the Chicago 7.  This article is not a review of the movie but it was a terrific film and worth the time to watch it.  As good as this movie is, it comes with a bonus because it also provides three exceptional lessons for salespeople and sales managers.  Let’s take a look!

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  • Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

    • December 1, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Almost nine years in the making, this article compares OMG with Caliper and I did update it so that the information on both assessments is current.

    I compared two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper.  Not being one to pass up opportunities like this, I conducted another comparison where OMG recommended this person for the role and Caliper did not. 

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  • Senate Confirmation Hearings Shows Us What Salespeople Do Wrong Every Day

    • October 12, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Oh no, another post on the political climate.  Don’t worry, I’m not taking sides, I’ll be right down the middle, and very critical of both sides.  And stay with me for the pivot to the good stuff – my sales analysis.  Here goes!

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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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  • FDR and Sir Isaac Newton on Why Salespeople Fail

    • August 25, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Unlike the made up fears that prevent salespeople from asking tough questions, qualifying more thoroughly, or picking up the phone and making a cold call, the fear of burning alive in a hotel fire seemed like a pretty justifiable one.

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  • The Real Reason Why So Many Salespeople are So Bad at Selling

    • June 8, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In today’s article, I will explain why this problem exists and how it relates to a bigger problem in sales.

    The people who don’t return calls are usually technical in nature.  The garage door openers, gate electronics, and glass people are all entrepreneurs running small businesses and their expertise is not sales or customer service, it’s their technical subject matter expertise. 

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