objective management group

  • Case History – How Not to Hire Salespeople

    • April 2, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A company wants to hire 5000 salespeople – but why?

    2000 drop out before completing training, and another 2000 drop out during the first 90 days in the field. Another 500 drop out during the first 6 months, and at the end of the year they only have 500 of the original 5000 standing.  What would it be worth to them from a cost, time, resources and practicality standpoint for us to simply identify, in advance, the final 500, before anyone is hired?

    read more

  • Salesperson ROI – How Long Must They Stick to Pay Off? – Part 1

    • March 4, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Is there a connection between sales success and tenure?  Is it really a given that a successful salesperson will stick around longer than an unsuccessful salesperson?

    read more

  • The Latest Fiction for the Sales Force – No More Hunters and Farmers

    • September 10, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead. 

    read more

  • The Secret – The Ancient Scrolls and its Impact on the Sales Force

    • March 24, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Since this book is not the Kabbalah itself, rather a Cliff Notes version, it tends to read more like a self-help book. It is far more powerful than a self-help book though as it points to a number of rules that will cause a transformation in one’s life.

    Seven of the desired behaviors are consistent with the philosophies in Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball as well as Objective Management Group’s Sales Assessments:

    read more

  • Topgrading Pros, Cons and Sales Assessments

    • February 23, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Somehow, I got thrown into the middle of an internet disagreement between Brad Smart, author of Topgrading, and Bob Corlett, a blogger who calls himself The Staffing Adviser.

    read more

  • 10 Steps for your Sales Force to Survive and Thrive in The Recession

    • January 5, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Bernie is the President of a company that had experienced flat sales for the three strong economic years leading up to the recession. He had been looking for a VP of sales for two years but hadn’t found the right candidate or failed to pull the trigger.

    He attended an event where he heard me speak and asked me to contact him. He asked for my advice and I recommended that if he was serious about finding the ideal VP, then he should:

    read more