sales assessments

  • What Percentage of Sales Candidates Are Hired?

    • July 21, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In very simple terms, 6% means that 20 candidates must be assessed for each one who is hired.  With an overall recommendation rate of 28%, those 20 assessments will yield approximately 6 candidates who are worthy of your time.  But there is much more to consider.

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  • 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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  • Sales Blogging – Do As I Say, Not as I Do

    • May 1, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s a big problem with many of the sales blogs you read.  One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say.

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  • Rejection – Why it is the #1 Enemy in Modern Selling

    • April 3, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    For a change, rather than contributing to all the noise about inbound replacing outbound, inside replacing outside, insights replacing sales steps, buyers’ process replacing sales process, let’s talk about something that has a huge, relevant impact on selling, regardless of how the opportunity came to be.

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  • The Biggest Mistake Executives Make about their Sales Force

    • March 18, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When sales are fine, there is no better time, because there is no pressure or urgency, to evaluate the sales force because it is at that very time that executives don’t know what they don’t know.

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  • Your Next Sales Candidate: Looking for “The One”

    • March 5, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You can get sales selection right, but it takes the right process, tools, interviewing skills, and selection criteria.  As with the sales process, you can’t skip steps, take anything for granted, or be too casual about your role in any part of the process.

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  • Are You Any Good at Evaluating Sales Talent?

    • February 11, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You can probably spot an energetic, motivated, likable, memorable, polished, polite and attractive salesperson from a handshake away.  Aren’t those the ones you like best?  Aren’t those, especially when they have industry background, the ones you hire?  And don’t they all perform just swell?  

    No?  Why not?  After all, they met all of your criteria, didn’t they?

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  • What Does it Take to Become a Sales Manager?

    • January 24, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    After his football career ended, Chatham went back to school and received an MBA from Babson in 2011.  With that in hand, he said that he would prefer a front office job and wishes to become a GM.  On the other hand, Fouria said that he would love to coach, but…

    There were a lot of buts:

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  • What Percentage of Sales Candidates are Worthy of Being Hired?

    • January 13, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse?

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  • Global Warming, Social Selling and The Sales Force of Tomorrow

    • January 8, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
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