Personality Tests

  • The 21 New Sales Core Competencies for Modern Selling

    • July 10, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Can you name 10 Core Competencies of a great salesperson?  Let’s see, there’s prospecting, qualifying and closing, and then there’s….wow, this is difficult!

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  • Why Can’t We Hire This Sales Candidate?

    • July 22, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We interviewed him; she’s from our industry; we really like him; but your assessment says she is not recommended.  Why can’t we hire her?

    That’s probably the single, most frequently asked question that we hear.

    So, to answer the “Why can’t we?” question, there are two more questions:

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  • Personality Tests, Sales Candidate Selection – How Tests Measure Up

    • June 17, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    As with costumes, you only need to take off the mask and you’ll see what’s underneath.  No exceptions.  No apologies.

    Personality tests aren’t predictive either.  Oh, they say that they are?  Then why is their validation of choice “construct validity” rather than “predictive validity”?

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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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  • Compromises in Sales Candidate Assessments Compromise Revenue

    • September 19, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Experience has demonstrated that there are three areas where companies tend to compromise with sales candidate assessments and those compromises always lead to revenue shortages:

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  • More Sales Assessment Imposters Exposed

    • May 29, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Assessments can have a huge impact on selection, diagnosis and development of the sales organization.  However, if you choose the wrong assessments – imposters – you won’t receive any of the powerful intelligence or predictive benefits that OMG provides its users.  

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  • Another Sales Assessment Takes on OMG – What Does it Reveal?

    • April 4, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I received an email asking if I could explain why OMG’s assessment said “Not Recommended” and the SalesAP said “Highly Recommended”.  In general terms, SalesAP, like all personality assessments, makes assumptions about its sales findings. 

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  • The Latest Fiction for the Sales Force – No More Hunters and Farmers

    • September 10, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead. 

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  • 180 and 360 Degree Assessments on the Sales Force

    • June 4, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There are not a lot of companies that undertake 180 degree or 360 degree assessments of the sales force and that’s a good thing because there are so many limitations.

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