Search Results

  • A Home Run – How the Right Data Can Help You Hire Your Ideal Salespeople

    • July 13, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    From time to time I’ve posted some compelling top/bottom sales team analyses using sales assessment data from Objective Management Group (OMG).  From nearly 250 data points in 21 Sales Core Competencies, we identify the specific findings and scores that differentiate a company’s top 3 performers from their bottom 3 non-performers.

    There are several reasons for doing this:

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  • 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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  • 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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  • The New Salesenomics

    • May 24, 2019
    • Posted by: Kurlan & Associates, Inc.
    • Category: Understanding the Sales Force
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  • The Top 10 Sales Articles of 2018

    • December 13, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
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  • Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?

    • December 10, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the percentage hasn’t even returned to pre 2008 rates.  This article attempts to explain why.

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  • Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?

    • October 9, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I reviewed data from nearly 511,000 sales evaluations and assessments from among the that Objective Management Group (OMG) has produced to date.  I compared 21 Sales Core Competencies (you can see much of that data here) of the top 5% (elite) with the bottom 50% of all salespeople.  Then I identified the 4 competencies with the biggest gaps and you can see those in the image below.

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  • Data Shows 1st Year Sales Improvement of 51% in this Competency

    • September 18, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I looked at the before and after scores for eight of the 21 Sales Core Competencies as well as the Reaches Decision Makers, Account Manager and Farmer competencies for a total of 11.  See the table below:

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  • Discovered – Data Reveals the Second Biggest Obstacle to Closing More Sales

    • May 7, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere. 5 of my last 10 articles were based on data and I know that my regular readers love the articles that are based on data so I am writing about data again today.

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