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All-Time Top Kurlan Sales Article
- December 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether you’re using a personality assessment, behavioral styles assessment, psychological assessment, or psychometric (describes all of the above) assessment, it’s the marketing that’s sales-specific, not the findings. Use them at your own risk.
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Top 10 Lies Your Salespeople Hear and What to Do About it
- November 15, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you know who else thinks we are morons? Prospects.
How many of your salespeople have been told any of the following lies?
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When Should You Use a Telemarketing Firm to Schedule Sales Calls?
- July 10, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you would like to establish new accounts and generate a significant increase in revenue, there are several things you can do:
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Are (Lack of) Results Due to the Salesperson or the Company?
- July 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether your salespeople are underperforming or doing well, are they responsible or is it your company, culture, advertising or offerings that’s responsible?
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Paul McCartney, Brian Wilson and the Sales Assessment Industry
- March 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are some wonderful assessment companies that have been doing their thing – personality assessments and behavioral styles assessments – for decades. The companies do those two types of assessments quite well. They are accurate, informative and useful when used as originally intended – to understand people better. Over the past decade most of them have attempted sales assessments and the results are very similar to the Paul McCartney and Brian Wilson albums. They should stick to what they do best!
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The Sales Assessment Client Who Didn’t Renew after All These Years
- March 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
He has been a client of Objective Management Group (OMG) for over 20 years. He had a license to use OMG’s Sales Candidate Assessments and, as most clients do, had renewed it each year. When we met for breakfast recently, he told me that he had a new VP of Sales and would not be renewing his license this year. I was surprised for two reasons:
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How Many Sales Candidate Assessments Does it Take?
- February 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why wouldn’t you just wait until the end of the process to assess the candidates? Three reasons:
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10 Reasons – Don’t Worry When Sales Candidates Don’t Take the Test
- January 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recent statistics show that only 34% of the candidates are taking the assessment without additional prompts. Isn’t that awful?
Maybe – let’s explore it further.
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5,000 Reasons to Hire Salespeople Today
- January 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you don’t use OMG’s Sales Candidate Assessments early in the process you will waste a tremendous amount of time and money interviewing and hiring imposters. If you don’t get started hiring salespeople now the pickings will be even slimmer as spring approaches.
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What Does Sales Longevity Really Mean?
- September 9, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Objective Management Group has included the Sales Longevity Finding for about a year and clients still ask, “What does it really mean?”
It’s really 3 things: