Search Results
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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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10 Critical Best Practices for Your Sales Force in This Crisis
- April 27, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
But if the past 6 weeks have taught us anything, it’s that with the right tools, strategies, mindset and tactics, we can adapt and even thrive. For those who may read this after May 1, 2020, the following best practices are based on where we are as I write this on April 27, 2020.
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Why Reopening the Economy Won’t Be Enough To Turn Things Around
- April 20, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They will begin reopening the economy in three phases, but with some restrictions. Sounds exciting, doesn’t it? It’s sure as heck much better than what we have today, but will it work? In this article, I’ll explain why it won’t work like they hope, and what must occur for the economy to thrive again.
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Why the Future of Selling Won’t Resemble the Past
- April 17, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s April 17 and nearly every salesperson is selling from home. It’s just temporary, right?
Maybe. But what if it’s not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1. So it’s back to the office and your territories, right? Wrong. You’ll still be home. Welcome to the future of selling where I’ll share my top five reasons why.
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New Data Reveals a Finding That Correlates to Sales Success
- January 29, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong! Check out some of the profound differences this data mining uncovered!
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The Science Behind One Company’s Top Sales Performers and Why They’re So Much Better
- January 16, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives.
In today’s article, I’ll share a hot/cold comparison of my own, but this one is about sales candidates. Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded, used the results of a top/bottom analysis to identify the reasons why.
Those results were unusual because many of the differentiators came from outside the 21 Sales Core Competencies. What does it look like when the differentiators come from within the 21 Sales Core Competencies? Take a look at this top/bottom analysis and you’ll quickly see the difference!