hiring salespeople
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Must Read – How a 15% Corporate Minimum Tax Will Impact Companies and Sales Teams
- August 10, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The primary point of today’s article is to point out the irony of hiring 80,000 agents but you’ll have to read a bit of background before I can point out the irony.
So why are they hiring 80,000 IRS agents?
They want the rich to pay their fair share and that sounds fair, but let’s go beyond the headline and general talking point. There are 724 billionaires in the US (of 2,775 worldwide) and it’s not that hard to find a millionaire because there are 20 million of them in the US (50 million worldwide). If they target billionaires it would work out to 110 new agents per billionaire. Sounds like overkill. They also want to make sure that corporations pay their fair share so this legislation imposes a minimum 15% tax on corporations.
Let’s focus on the 15% tax for a moment. I can think of only three ways for corporations to deal with that surcharge:
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Understanding Competency Based Assessments – What Ditch Diggers and Salespeople Have in Common!
- June 24, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As an example, let’s say you were seeking to hire a ditch digger. While you must identify someone who is strong, can use tools and dig holes, the width and depth of the hole, as well as the difficulty of the digging is more important. Will this individual dig in sand, screened loom, compacted soil, clay, gravel, or rock? If an assessment, even one that was specific to ditch-digging, only looked at the tools they had available and their ability to dig in general, it would not necessarily identify someone who could dig monumentally huge holes in soil with large rocks.
It’s the same with a sales assessment.
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Can You Find The Perfect Sales Candidates for Your Sales Team?
- December 1, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I am helping one company find a single needle-in-a-haystack sales leadership candidate and it has taken nearly six months. I am helping another company find 3 sales leaders and received 3,765 applications. What’s the difference?
For the answer to be meaningful, we have to look at the entire job market, not just sales candidates.
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The Chainsaw Massacre and Building Sales Teams
- September 14, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Despite the existence of both a science and a process for hiring salespeople, most efforts also tend to be hit or miss and the emphasis always seems to be on miss. There are plenty of reasons why, and we can discuss some of them, but the biggest and most insane reason is…
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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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Why More Salespeople Are Being Recommended for Difficult Selling Roles
- June 24, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Something else we haven’t done for quite a while is revisit Objective Management Group’s (OMG) sales selection statistics on the percentage of people that are recommended for various selling and sales management roles.
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Startups Almost Always Get The Sales Thing Wrong
- March 19, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Typically, founders of start ups put it all on the line – everything – their house, savings, loans from friends and family and perhaps bank loans, angel investments and more. As brilliant as they are, in most cases, sales is not one of their strengths and it’s not until the business has a logo and a website when they realize that success won’t come until somebody sells something. Oh-oh, now what?
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Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With
- December 21, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recruiting salespeople doesn’t need to be difficult or complicated, but it is a process and needs to be completed thoroughly and correctly. Ask yourself this question: eighteen months from now, would you prefer to have spent five months to get it right and have a productive new salesperson, or three months getting it over with, only to have to do it again four months later, and again four months after that.
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Masks and Sales Assessments – You Lose a Little Freedom and Control for Safety and Confidence
- September 18, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The same thing happens when clients use Objective Management Group’s (OMG) accurate and predictive sales candidate assessments. They lose a little freedom because they no longer arbitrarily interview salespeople who they feel like interviewing, and refrain from simply offering positions to people because they have a gut feeling about a candidate. However, they lose some control because one half to two-thirds of the candidates will not be recommended when they aren’t great fits for the particular sales role for which the company is hiring, or simply aren’t very good salespeople – period.
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How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments
- September 17, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
But does it really matter whether this is causation? Is there that big of a difference? Is correlation enough? It depends on what you are trying to show. Let’s take sales assessments for example.