hiring great salespeople

Clients frequently ask about the percentage of candidates recommended by Objective Management Group’s (OMG) Sales Candidate Assessment and why it is so low.  When clients are feeling the urgency to hire salespeople and too many candidates are not getting recommended, their knee-jerk reaction is to change the customized criteria on the role configuration so that more candidates can be recommended.  In this case, “more” would mean more like the ones they already have instead of more like the stronger ones they said they wanted to hire…

There are many possible reasons why a large percentage of candidates are not being recommended.  Here are some to consider: