sales assessment

  • 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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  • Identify the Perfect Sales Candidate for your Sales Force

    • January 26, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Several years ago I wrote a White Paper that described both the original research as well as the ongoing research that drives our world-class, incredibly predictive, customizable sales specific candidate assessments.

    When it comes to our assessments, we strive for excellence, by venturing wider and deeper than anyone else.  We can be aggressive for two reasons:

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  • Experts Provide Sales Management Help for 2009

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

    Here are my thoughts of the day: This economic climate isn’t impossible, it’s just not easy. 

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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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  • Right Sales People in the Right Roles and the Right Seats

    • January 12, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was on site at a client’s last week to kick-off their training.  At the end of the kick-off I asked each salesperson for their three biggest lessons learned.  One salesperson had difficulty coming up with anything of substance.  It turned out that he was new to sales and when we assessed him two months earlier, our assessment indicated that he was not trainable.  The client wanted him in the program anyway because he had a hunch it would work out.  “Not trainable” manifests in different ways but usually has the same outcome – salespeople don’t improve.

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  • Surprising Statistics from the Sales Force Grader

    • December 22, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The actual results are even more surprising than the number of people (several hundred) that have already visited the FREE Sales Force Grader.

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  • Tale of Two Assessments – Comparing Value

    • December 18, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A potential client wanted to know how Objective Management Group could justify the cost of a our license (unlimited candidate assessments for one year or until the specified number of salespeople are hired) versus what seemed at face value to be a lower cost for DISC assessments.

    There are several factors here but they are all worth noting.

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  • Timid Sales Managers Fearful of Confronting Salespeople

    • November 21, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Now how do you feel about ultimatums?

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  • Is Your Selling Model Effective? Know your Salesforce’s ABC’s

    • November 17, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Every company, with or without a salesforce, has a selling model.  I know of one company whose model is “we don’t believe in sales”. It works for them, but it won’t work for many others.

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