OMG Assessment
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How I Learned I am a Sales Consulting Imposter
- November 11, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I didn’t like this candidate. He was way too cocky and aggressive, he wasn’t prepared, and he didn’t like all of my questions. I ended the call after about a minute and a half because I already knew he wasn’t going to proceed in the process. I told him that if he didn’t hear back from me by the end of business on the following day, then he didn’t make it to the next round (an interview with me).
Considering the findings on his OMG assessment, imagine what could happen if he felt rejected from the way I ended the call, and when he didn’t get the follow up call the next day. Consider how his lack of patience, along with not being a relationship builder and not needing to be liked, could manifest.
Did you imagine what could happen?
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4 Types of Sales Positions That Can Never Be Replaced by AI
- February 22, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We’re seeing ChatGPT’s ability to create human-like articles, essays, poems, notes and messages.
I just asked ChatGPT to write a short poem on the death of selling. Here’s what it generated.
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These 6 Keys and New Data Help Your Sales Team Outperform The Rest
- February 16, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They found that top performers make 54% more switches – the back and forth in conversations – than everyone else and 78% more in their presentations. The presentations made by top sales performers are not monologues!
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Top Recommended Personality Assessments for Sales
- January 9, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My Chrome home page often displays articles that Google thinks I might be interested in. Red Sox, Patriots, politics, software applications, gadgets, and for the first time, sales assessments! I thought, “Is this for real?”
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5 Reasons Sales Teams Underperform Like My Old Wiper Blades
- November 17, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I speak with a lot of CEOs and Sales Leaders from companies whose sales teams are underperforming. One thing they seem to have in common is the mileage problem. When I ask how long the sales team has been underperforming, it is usually the equivalent of 60,000 miles. It’s not a new problem, the signs have been there for YEARS but something recently changed to the extent that they couldn’t tolerate it any longer. The sales team’s performance was finally presenting a threat (safety) whereby one or more of revenue, earnings, sustainability, personal income, stock prices, turnover, market share, morale and more were at risk.
What causes executives to wait so long? Here are five potential reasons:
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Can a New Sales Manager Be a Difference Maker?
- November 9, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I speak with so many sales leaders who tell me about the four sales managers they went through in the last two years. I speak with CEOs who tell me about the three sales VPs they went through in the last eighteen months.
There is tremendous pressure to fill these roles because your team’s performance will suffer without someone at the helm. Or is that misinformation? How much worse could a team perform than how they perform under a sucky sales manager?
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New Data: Is Sales Compensation Aligned With Changing Motivational Needs?
- October 31, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When interviewing sales and sales leadership candidates, similar counter-intuitive discussions occur. Many candidates claim that money isn’t that important because they love sales – until they claim that the base salary isn’t high enough. For others, even though they may not disclose it, the base salary is completely irrelevant as long as the company won’t cap the salesperson’s total earnings. We need to decode the topic of compensation so that we can be sure that both the base salary and the total on-plan earnings are acceptable to candidates.
It is very important to make sense of the hidden and unpredictable compensation responses because many salespeople leave the company after a short time because they don’t believe earnings are equivalent to the compensation that was promised.
It is crucial to understand that salespeople are motivated primarily by one of two motivational styles and unless you wish to hire only one type of salesperson, there must be two compensation plans that should be tailored accordingly. Let’s discuss this.
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Is 28 Years Long Enough for a Sales Assessment Trial ?
- September 19, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Isn’t 28 years long enough for us to prove ourselves?
Clearly OMG is not for everyone. Companies that sell at the lowest price, companies that are the brand leaders, and companies that have a transactional sale don’t need to hire good salespeople because their salespeople are order-takers. But what about everyone else?
After consistently proving its legendary predictive accuracy making it a no-brainer to use OMG, there are five possible reasons why companies didn’t use OMG to assess their sales candidates over the past 28 years:
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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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When Your Sales Opportunity Stalls, Do You Call Roadside Assistance?
- October 18, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When salespeople get into trouble and an opportunity stalls out or goes off the rails, their sales managers are the sales version of roadside assistance. In the context of a sales opportunity, there are typically three possibilities: