OMG Assessment
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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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Will Salespeople Travel or Continue to Work Remotely in 2022?
- June 1, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My first attempt to understand how 2022 might look was to survey Objective Management Group’s Partners (sales development experts that provide OMG’s assessments to their clients). Among other topics, we asked them two questions about travel and in-person training and here is what they had to say:
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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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An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded
- January 9, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You hired a great salesperson that didn’t work out. You hired a so-so salesperson that did work out. You hired another great one that kicked ass, and another one that was so-so. That’s the story of hiring salespeople. It’s mostly hit or miss with an emphasis on miss.
In this article I’m going to share an actual example that illustrates why this happens so frequently. I’ll show you tangible differences between three salespeople who succeeded and three who failed in the same role at the same company.
Most of the time when we perform these analyses the differences are usually seen inside of the 21 Sales Core Competencies – the performers are strong in the necessary competencies and the failures are not.
So let’s dig into some data, shall we?
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Good Sales Recruiting is Like Selecting Movies and TV Shows
- November 5, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you like movies and TV Shows? I love them!
How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it? Or, do you look at all of the new releases, or everything in a particular genre, narrow down the selections, watch several trailers, and finally choose one?
Most people use the second scenario which, by the way, is a very good approach for selecting and hiring salespeople. Unfortunately, that’s not how most companies go about it.
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New Data Reveals a Magical New Score for Sales Effectiveness
- October 31, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you drive at the speed limit, the fastest speed you can get away with, the slowest speed you can get away with, or are you an 85th percentile driver? The 85th percentile driver travels at the speed that 85% of the cars on that road are traveling, regardless of the posted speed limit. Motorists.org has data, illustrated below, proving that the 85th percentile speed is the ideal speed for safe travel.
Thanks to a new finding soon to be included in Objective Management Group’s (OMG) evaluations and assessments, the sales equivalent of this data shows a correlation between spoken words per minute and sales effectiveness, identifying the safest speed or pace to deliver sales messaging.
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You’re Normal and Your Sucky Salespeople are Probably Normal Too!
- September 3, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do salespeople report up to you? Do you get frustrated with half to three quarters of them?
Is it a good day when a new opportunity is added to the pipeline? Is it a better day when they close a new piece of business? Do you wish you could double or triple the amount of activity, number of opportunities and deals that close?
Are they generally good people and you feel like they don’t deserve to be terminated? Do you like them too much to give them an ultimatum?
When you try to coach them, do you get frustrated because they say they understand but when they talk with a prospect or customer they don’t do what you coached them to do?
Do you think it’s you?
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The Best Salespeople are 791% Better at This Than Weak Salespeople
- July 17, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The first contractor got a proposal to us within a few days, the second contractor got a proposal to us later the same day and the third contractor gave us a price on the spot. On the responsive scale, the third contractor was the best.
Certainly, responsiveness is not the only criteria that prospects weigh as part of their decision-making process. They may also consider:
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Why Coaching Causes Some Sales Managers to Hold On for Dear Life
- March 4, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Over the past few months I’ve been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are several that don’t follow through and fail to move the needle for their teams. A few don’t want to be coached. A few don’t think they need to be coached. A few are too proud to be coached. A couple are too mentally challenged to be coached.
Avoidance aside, there are six scientifically proven reasons for their struggles and I’ll share them with you here.
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Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople
- August 14, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Elite salespeople don’t need to close and weak salespeople suck at closing. Want proof? Let’s review some data from 1831605 evaluations and assessments of salespeople conducted by Objective Management Group (OMG). You can see and play with the data here.