personality assessments
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How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments
- September 17, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
But does it really matter whether this is causation? Is there that big of a difference? Is correlation enough? It depends on what you are trying to show. Let’s take sales assessments for example.
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Latest Research on Personality Assessments for Sales Selection
- April 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Two articles caught my attention today.
The first, 10 Traits of Successful Salespeople, was typical of the misinformation that often passes for must-read information:
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How Four Variations Influence Sales and the Way People Make Decisions
- January 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My regular readers know that I fall on the side of science, but the other three types of commenters feel so strongly about their positions that you would think they were talking science too. It’s great when many people chime in with their comments. That’s the beauty of a discussion forum or Blog – everyone gets to participate and weigh in. But in the case of a question where its author expects an answer based on science, it becomes more difficult to separate opinions from experiences, gut instincts and facts. Regardless of the type of comment offered, they all believe their comments to be factual.
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Selling Power Hit and Then Miss the Mark on Sales
- November 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday it was the Harvard Business Review article and today it’s a Selling Power article.
They pointed to three qualities that are highly predictive indicators of a top sales performer. Let’s see how their claims (using data from personality assessments) stack up against real sales science (using Objective Management Group’s data from sales specific assessments).
They said the 3 highly predictive qualities are:
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Born to Sell? Give me a Break!
- December 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We all have what we believe are better methodologies, strategies and tactics. But there are some topics that are just begging for data – not opinion – and the author I seem to target more than any other just wrote one such article on whether great sales pros are born that way. All opinion. But based on what? He doesn’t really say. He simply uses his two kids as comparison. The problem is, he is dead wrong and the data says so.