Sales Candidate

  • Misleading Statistics and Hiring the Wrong Sales Candidates

    • November 3, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The November issue of Fortune Small Business has an article called Entrepreneurial Myth Busters. FSB has Ken Blanchard (consultant )and Scott Shane (academic) go head to head answering questions about small businesses and entrepreneurship. While Blanchard provides insightful answers based on his years of experience working in, consulting to and writing about business, Shane provides surprising answers based on data. I’m sure that if you read the article you’ll agree that Shane’s data lead to some very misleading conclusions. Academics who haven’t been “out there” can fall in love with their data!

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  • The Sales Assessment as Crystal Ball

    • October 16, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Not all sales assessments are created equal.

    That’s an understatement.

    Yet it’s when a client pushes back – not when they look at the recommendation or prediction and accept it – that we get an opportunity to bring our sales assessment to life.

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  • Top 5 Reasons Why the OMG Sales Assessment is More Predictive

    • October 1, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was asked why Objective Management Group’s (OMG) assessments are so much more predictive of sales success and future performance than behavioral styles assessments and personality assessments.  There is more than one answer to this question and I’ll try to explain the top 5 answers below:

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  • Take Empathy Out of the Sales Hiring and Selection Process

    • September 18, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If an applicant is a good candidate for a sales management position, does that make the applicant a good candidate for a sales position?

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