objective management group
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Is This an Example of Succeeding or Failing at Inside Sales?
- April 18, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s bad enough when companies move to the demo too quickly, but it doesn’t get any faster or more transactional than when they ask you if you’ve seen their demo with their very first question. But hey, give him a break. At least he asked a question instead of telling me he wanted me to see a demo…
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Is There a Lack of Clarity on the Current State of Selling?
- April 14, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Without question, the internet, inbound marketing, and social selling have replaced traditional sales – IN CERTAIN AREAS. But they are relatively small areas and most B2B sellers will NEVER, EVER find themselves in that situation.
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The Biggest Mistake Executives Make about their Sales Force
- March 18, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When sales are fine, there is no better time, because there is no pressure or urgency, to evaluate the sales force because it is at that very time that executives don’t know what they don’t know.
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2 Biggest Mistakes Companies Make with Sales Candidates
- February 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
At this point in the process, the candidate is the appetizer, movie trailer, and test drive – all rolled into one. If they don’t complete the application and assessment, then why do sales managers and HR managers try so hard to get them to do it? Haven’t these candidates already shown you all you need to know about their follow-through, follow-up, attention to detail, ability to work a sales process, ability to take direction, and commitment to the result? These candidates might even be thinking, “Not if I have to work this hard…”
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Are You Any Good at Evaluating Sales Talent?
- February 11, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You can probably spot an energetic, motivated, likable, memorable, polished, polite and attractive salesperson from a handshake away. Aren’t those the ones you like best? Aren’t those, especially when they have industry background, the ones you hire? And don’t they all perform just swell?
No? Why not? After all, they met all of your criteria, didn’t they?
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Sales Selection Experiment – a Must Read Case Study
- January 27, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They were assessed with OMG’s tools, and assembled into 5 teams, all selling the exact same product. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period.
5 people were placed on each team based on the following carefully selected scores from OMG’s Sales Candidate Assessment:
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What Does it Take to Become a Sales Manager?
- January 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
After his football career ended, Chatham went back to school and received an MBA from Babson in 2011. With that in hand, he said that he would prefer a front office job and wishes to become a GM. On the other hand, Fouria said that he would love to coach, but…
There were a lot of buts:
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Global Warming, Social Selling and The Sales Force of Tomorrow
- January 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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What Is the Makeup and Function of the Ideal Sales Force
- December 12, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. They include:
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What is the Most Difficult Part of the Sales Process?
- December 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We discussed the various challenges associated with all three milestones and when all was said and done, everyone agreed that the midpoint, that crucial point in time where compelling reasons to buy must be identified, is the most difficult for salespeople.
Why? Well a quick look at the following list of mini-milestones, that must be accomplished in order to get to the point where compelling reasons will be shared, tells the whole story. How many of your salespeople can do all of this in their first meeting?