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Top 20 Conditions that Dictate a Sales Force Evaluation
- June 29, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of our Partners recently said, “We know how comprehensive a sales force evaluation can be, and we know how it works. We know how powerful the findings and insights are, but when are the conditions right?”
So, the Top 20 Conditions for a Sales Force Evaluation
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Can Sales Candidate Assessments Drive Results?
- May 13, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They claimed that salespeople who scored highest on their assessments had 69% higher close rates. That’s impressive, right? But their assessment didn’t drive the results. Those salespeople drove the results. Their assessment simply indicated that those salespeople would be more successful. That is what an assessment is supposed to do! They could just as easily said, “Our assessments do what they’re supposed to do!”
So let’s take a closer look at a 69% higher close. It means that if the salespeople with a lower score close 1 of every 10 opportunities, then the strong salespeople, who scored highest on the assessment, will close 69% more of their 10 opportunities, or 1.69. It’s not nearly as impressive as it sounds, is it?