personality assessment

  • 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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  • Top 10 Sales and Sales Leadership Articles of 2021

    • December 7, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There are several criteria for choosing the top articles of the year, including, but not limited to:

    Views (Article)
    Popularity (likes on LinkedIn and Twitter)
    Engagement (comments to the article, via email, and on LinkedIn)
    Personal (my favorites)
    Value (insights for the community)

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  • Did our Sales Evaluation Uncover Part-Time Job Selling Drugs?

    • October 15, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A salesperson was arrested for growing pot and selling it. Can you believe it?

    Recently, the same man participated in OMG’s Sales Force Evaluation at the company where he worked.  The evaluation showed that he was a very strong salesperson with tremendous selling skills, but it also identified a few telling issues:

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  • Harvard Business Review Blog Post Gets Salespeople Wrong

    • August 9, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The Blog at the Harvard Business Review recently ran this article about the top seven personality traits of successful salespeople.  Thanks to Peter for sending this along to me.

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  • More than Half of All Sales Managers Should Consider….

    • May 19, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    After posting this article two weeks ago, showing the percentage of salespeople who are not trainable, who shouldn’t be in sales, and who are elite, it was inevitable that I would be asked to post similar statistics for sales managers.

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  • Sales Experts Disagree on Right Way to Train Salespeople

    • May 15, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was involved in a nearly week long, on line discussion with about a half dozen other sales experts in the Top Sales Experts Group at LinkedIn that to date has included about 41 volleys.  The original question, raised by the UK publisher of modernselling.com, asked whether there was a right way or a wrong way to train salespeople.  While there was some agreement on some points, there was much disagreement on many points.

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  • Personality Assessments – They Still Don’t Get it

    • February 18, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The following email was recently forwarded to me.  As you read it, look at the descriptors which the client references in the personality assessments.  They’re not sales descriptors, so in essence, we have another example of an assessment which claims to be measuring one thing, but actually is measuring another:

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  • Sales Assessments vs Personality Assessments Episode III – The PHD’s Strike Back

    • February 3, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Are PHD’s more sensitive to criticism than the rest of us?

    I heard from a few over the past week and they weren’t happy with what I wrote here and here.  I rocked their world and they couldn’t cope.

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  • Exposed – Personality Tests Disguised as Sales Assessments

    • January 28, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, I met with a long-time client who, in his previous company, used OMG’s Assessments to identify what needed to change in order to double revenue from $30 million to $60 million.  In his new company, which is already about 12x that size, he wants to double revenue again.  He said, “I just wasted two years with the _____ Assessment.”  The assessment to which he referred was a personality assessment marketed as a sales assessment.  It could have referred to any personality or behavioral-styles assessment.

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  • Personality Assessments for Sales – The Definitive Case Study

    • January 14, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Believe it or not, our in-house team was able to accomplish in about one week of intensive work, what the team of PHD’s couldn’t complete in the last year and a half!  Test answers in our third round appeared to be coming in exactly where they should have been and all questions were accurately driving the desired findings.  Exciting stuff!

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