Search Results

  • The Sales Force with Over Achievers That Don’t

    • March 26, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I heard about a CEO who told one of my colleagues that all of his salespeople over achieve.  In the same phone conversation he mentioned that sales are down 20%.  Can you imagine where sales would be if his salespeople under achieved?  

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  • Sales Assessments vs Personality Assessments Episode III – The PHD’s Strike Back

    • February 3, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Are PHD’s more sensitive to criticism than the rest of us?

    I heard from a few over the past week and they weren’t happy with what I wrote here and here.  I rocked their world and they couldn’t cope.

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  • Identify the Perfect Sales Candidate for your Sales Force

    • January 26, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Several years ago I wrote a White Paper that described both the original research as well as the ongoing research that drives our world-class, incredibly predictive, customizable sales specific candidate assessments.

    When it comes to our assessments, we strive for excellence, by venturing wider and deeper than anyone else.  We can be aggressive for two reasons:

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  • Personality Assessments for Sales – The Definitive Case Study

    • January 14, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Believe it or not, our in-house team was able to accomplish in about one week of intensive work, what the team of PHD’s couldn’t complete in the last year and a half!  Test answers in our third round appeared to be coming in exactly where they should have been and all questions were accurately driving the desired findings.  Exciting stuff!

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  • Tale of Two Assessments – Comparing Value

    • December 18, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A potential client wanted to know how Objective Management Group could justify the cost of a our license (unlimited candidate assessments for one year or until the specified number of salespeople are hired) versus what seemed at face value to be a lower cost for DISC assessments.

    There are several factors here but they are all worth noting.

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  • Free Sales Hiring Mistake Calculator Tool

    • December 8, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week we introduced the Free Sales Force Grader Tool.

    Today I am introducing the Free Sales Hiring Mistake Calculator.

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  • Timid Sales Managers Fearful of Confronting Salespeople

    • November 21, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Now how do you feel about ultimatums?

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  • Misleading Statistics and Hiring the Wrong Sales Candidates

    • November 3, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The November issue of Fortune Small Business has an article called Entrepreneurial Myth Busters. FSB has Ken Blanchard (consultant )and Scott Shane (academic) go head to head answering questions about small businesses and entrepreneurship. While Blanchard provides insightful answers based on his years of experience working in, consulting to and writing about business, Shane provides surprising answers based on data. I’m sure that if you read the article you’ll agree that Shane’s data lead to some very misleading conclusions. Academics who haven’t been “out there” can fall in love with their data!

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  • Your Salespeople Call on the Wrong People and Expect Them to Buy

    • October 30, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I speak quite often to groups comprised primarily of CEO’s and Presidents.  Yesterday was a good example of that, with about 100 people in the audience.  There were 35 No-Shows, most of whom did not have the title of President or CEO. 

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  • Who Are Better Salespeople – Men or Women?

    • October 23, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Tom Peters said women are better salespeople than men.

    I wrote that Objective Management Group’s data proves that a greater percentage of women are stronger than men.

    Here is how that data breaks down:

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