assessment

Objective Management Group is in the process of completing a new assessment that will do for Management what its current suite of assessments does for the sales organization.

When you evaluate your sales force you can learn about all of the various weaknesses that prevent your salespeople from executing.

My company, Objective Management Group, Inc. (OMG) and I are featured in this week’s broadcast of the World Business Review, hosted by General Norman Schwarzkopf.  The show will broadcast as follows:

It doesn’t take a rocket scientist to see the difference between company A and B.  And it doesn’t take a rocket scientist to implement the process either.  But it does take more than a 60 day commitment to the new process.  When it’s been broken for a decade it doesn’t get fixed in a calendar quarter.

In most interviews, you can watch a sales candidate’s assessment come to life.  The more weaknesses they have, the more you’ll see them behave in a way that demonstrates those weaknesses.  You’ll never see those weaknesses in more detail, than when the candidate objects to some part of the recruiting process.  I posted an article last May 13 that a candidate took issue with.  If you read the thread of comments below the article, you can see how the candidate’s weaknesses were extremely evident in his writing.

A question was posed as to why sales managers don’t view their salespeople the same as we view their salespeople when we evaluate them.  It’s a great question too.  And I wish I had the answer.  I have some theories…

Take the recent holiday for example.  The successful salespeople closed a ton of business right before Christmas.  The unsuccessful salespeople left a lot of business on the table in December, expecting to have giant Januaries, and today may be thinking February will be the month.