sales assessment
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When Should You Use a Telemarketing Firm to Schedule Sales Calls?
- July 10, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you would like to establish new accounts and generate a significant increase in revenue, there are several things you can do:
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Are (Lack of) Results Due to the Salesperson or the Company?
- July 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether your salespeople are underperforming or doing well, are they responsible or is it your company, culture, advertising or offerings that’s responsible?
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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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The Other Rejection – How Salespeople Struggle to Cope
- May 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I gave this some thought and identified the following 10 reactions to Passive Rejection:
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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 Sales Assessment Client Who Didn’t Renew after All These Years
- March 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
He has been a client of Objective Management Group (OMG) for over 20 years. He had a license to use OMG’s Sales Candidate Assessments and, as most clients do, had renewed it each year. When we met for breakfast recently, he told me that he had a new VP of Sales and would not be renewing his license this year. I was surprised for two reasons:
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Top 7 Reasons Why Ineffective Salespeople Get By
- February 14, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
the typical salesperson receives, on average, 3 days of sales training in their entire career. I’ve interviewed thousands of salespeople (the good ones who have been recommended by the Assessment and performed well on a phone interview) and most of them have never had a single day of professional sales training. And practice? I can tell you that in the past 26 years, there has not been a single client whose salespeople had been practicing the art and science of selling before I required them to start practicing.
Why aren’t salespeople getting enough professional training before and during their employment?
Why aren’t they getting coached the way they should?
Why aren’t they practicing?
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You Can Help Salespeople Burdened with Sales Weaknesses
- January 23, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sadly, most sales training and sales trainers are unable to help salespeople overcome these weaknesses because their focus is primarily the sales skills and methodology that they teach. That puts tremendous pressure on sales managers who are simply not equipped to help salespeople overcome things like:
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5,000 Reasons to Hire Salespeople Today
- January 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you don’t use OMG’s Sales Candidate Assessments early in the process you will waste a tremendous amount of time and money interviewing and hiring imposters. If you don’t get started hiring salespeople now the pickings will be even slimmer as spring approaches.
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How Many of Your Salespeople are Receiving Welfare?
- January 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Money motivation tends to be very confusing to people but there is a huge distinction between being motivated to perform versus feeling entitled to more money. What do you have on your sales force?