Sales Candidate
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Keys to Improved Sales Performance – Part 2 of 4
- September 3, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work. As part of getting the work done, you deleted as many emails as you could where a reply wasn’t required and visited fewer websites and blogs.
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As Good as Your Last Successful Hire – 10 Tips for Consistency
- July 31, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Top 10 Sales Recruiting Lessons to Hire Great Salespeople
- July 17, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the first emails I came across this morning was a LinkedIn update telling me that 16% of my network had started new jobs. 16%. That’s one of every 6.25 people I am connected to.
That brings us to this question. Who’s in a LinkedIn network?
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2 Biggest Mistakes Companies Make with Sales Candidates
- February 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
At this point in the process, the candidate is the appetizer, movie trailer, and test drive – all rolled into one. If they don’t complete the application and assessment, then why do sales managers and HR managers try so hard to get them to do it? Haven’t these candidates already shown you all you need to know about their follow-through, follow-up, attention to detail, ability to work a sales process, ability to take direction, and commitment to the result? These candidates might even be thinking, “Not if I have to work this hard…”
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Get Sales Compensation Right to Recruit Winning Salespeople
- August 13, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales candidates, especially good ones, are exponentially more difficult to attract than they were just two years ago. We regularly observe clients struggling when it comes to getting resumes from quality candidates. One of the reasons is compensation.
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What Google Might Know about Hiring Salespeople
- June 22, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The NY Times posted a story on June 20 about Google, their recruiting efforts, and big data. The story really doesn’t reveal that much, but there is an interesting quote (that I will get to shortly) that is relevant to hiring salespeople. When we help companies get the sales selection piece right, there are several components that we tweak. We help them get the following things right:
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Inc Magazine Misses on the 13 Traits of an Outstanding Salesperson
- March 14, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I just read the 13 Traits of An Outstanding Salesperson, an article that appeared on Inc.com.
As usual, I had several thoughts about this so, in no particular order…
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Sales Assessment Findings – Interview is Another Preview of Performance
- October 3, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
when his clients didn’t care for a candidate who was recommended by our Sales Candidate Assessment, he was able to correlate his client’s perception to a single finding: Won’t Develop Relationships Quickly.
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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.