sales candidate assessments

  • The Chainsaw Massacre and Building Sales Teams

    • September 14, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Despite the existence of both a science and a process for hiring salespeople, most efforts also tend to be hit or miss and the emphasis always seems to be on miss.  There are plenty of reasons why, and we can discuss some of them, but the biggest and most insane reason is…

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  • Are Salespeople Also Joggers?

    • September 26, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    As I drove to work today, I passed 4 joggers, all with different styles, paces and appearances.  As usual, I saw the similarities between what I observed and the sales profession.

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  • All-Time Top Kurlan Sales Article

    • December 20, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Whether you’re using a personality assessment, behavioral styles assessment, psychological assessment, or psychometric (describes all of the above) assessment, it’s the marketing that’s sales-specific, not the findings.  Use them at your own risk.

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  • Call Reluctance in Salespeople – Causes, Factors, and Predictors

    • April 15, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Objective Management Group (OMG) has always been able to accurately (to 95%) predict whether a salesperson would succeed and provide conditions for employment. Over the years, we’ve been able to fine tune our accuracy even more as we incorporated some additional non-sales factors that made strong salespeople poor candidates for a particular role or company.  Three of the most important, recent factors were:

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  • You Have an 82% Chance of Making a Hiring Mistake When…

    • September 2, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My guest on this week’s episode of Meet the Sales Experts was Ken Edmundson.  We were talking about hiring when he he said that there is an 82% chance of making a hiring mistake when management does not know how their candidate is wired.  He said it’s a mistake when they are fired, they quit, or they under achieve.  He went on to say that you can’t hire without an interview and a background check and you can’t hire by only doing those two things. 

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