Sales Candidate
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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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10 Reasons – Don’t Worry When Sales Candidates Don’t Take the Test
- January 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recent statistics show that only 34% of the candidates are taking the assessment without additional prompts. Isn’t that awful?
Maybe – let’s explore it further.
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Will This Sales Candidate Really Fail If We Hire Him?
- October 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When it says Not Recommended, you really need to believe the science behind the recommendation – if you dare to hire one of these candidates 75% of them will fail inside of 6 months.
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The Sales Interview – When One Candidate is Actually Two?
- September 30, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You can overlook what you like and discount the candidate.
You can overlook what you don’t like and hire the candidate – a compromise.
Or you can play best 2 out of 3.
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Why Do Salespeople Quit in the First Year?
- June 9, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When companies do everything correctly in the sales hiring process, they do these 10 things, …and they are still vulnerable to salespeople leaving within the first 9 months. Why?
The reasons fall into 4 basic categories:
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Top 7 Sales Force Compensation Secrets
- February 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A reader asked an interesting question about the relationship between sales assessment performance and income.
“If someone does well on the assessment but never earned more than $100,000, should that set off some red flags since $100,000 is the high water mark of sales success?”
It’s a great question.
Sales income is all relative.
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How to Refine Your Sales Candidate Pool and Selection Criteria
- August 13, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you aren’t happy with the salespeople you are selecting, you can look in the mirror. Ask yourself to what degree you are putting your likes and dislikes ahead of the data. The data never lies but your eyes will tell you you’re hungry right after you eat! There is a place for gut feel, but it should never take place at selection time when following your gut means overruling the data.
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Case History – Sneak Preview of a Sales Candidate
- July 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It never ceases to amaze me when clients receive nasty-grams from sales candidates who are – let’s call it put-off – by the client’s request that they first take our on-line assessment. The candidates receive a very nice email thanking them for sending their resume, explaining the client’s recruiting process and asking them to take the assessment. You just wouldn’t believe some of the notes I’ve seen. Name calling, cussing, threats, sarcasm, and more.
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Top 10 Reasons Why Sales Commitment Has Become More Important
- June 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My recent analysis has shown that today, Commitment has overtaken Desire in importance and we will be reflecting that in assessments very shortly. But Why? What has caused this fundamental shift?
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The Delayed Impact of Lack of Sales Commitment
- June 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While commitment is a single data point – not the be-all-end-all – it’s a very powerful and predictive data point as well.
If you are a client, upon learning that a top producer lacks commitment you might be asking, “How can that be?”