sales candidates

  • Is the “Lack of Commitment to Sales Success” Finding Predictive?

    • May 7, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    So you have your sales force evaluated and in addition to learning why you are getting the results you are getting, and what you can do to significantly improve those results, you are surprised by some of the individual findings on some of your salespeople.  One of the findings that generates the most push-back is Lack of Commitment to sales success.

    We could hear any of the following comments as push-back to this finding:

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  • Latest Research on Personality Assessments for Sales Selection

    • April 15, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Two articles caught my attention today.

    The first, 10 Traits of Successful Salespeople, was typical of the misinformation that often passes for must-read information:

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  • Why Assessments Will Never Work for Some Companies

    • December 11, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Assessments are awesome, especially when you choose the right ones, for the right purpose, at the right time.  Despite the availability of some terrific assessments, they won’t work for every company.

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  • When are Salespeople Too Old to Sell Effectively? 10 Conditions

    • June 27, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When it’s time to recruit salespeople, clients have often told me that they want a “less mature, more energetic, and fit” salesperson – code for “younger”.

    Like the Beach Boys, who can still pull it off with ease, salespeople can still pull it off with ease as they age, well into their 70’s, as long as the following ten conditions exist:

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  • How Many Sales Candidate Assessments Does it Take?

    • February 9, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Why wouldn’t you just wait until the end of the process to assess the candidates?  Three reasons:

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  • After Accepting the Sales Job Will the Salesperson Back Out?

    • January 17, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Did a sales candidate ever accept your job offer only to back out prior to the agreed upon start date because the individual decided to stay with the current employer?

    This happened to a client and it had a tremendous ripple effect.

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  • 5,000 Reasons to Hire Salespeople Today

    • January 12, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you don’t use OMG’s Sales Candidate Assessments early in the process you will waste a tremendous amount of time and money interviewing and hiring imposters. If you don’t get started hiring salespeople now the pickings will be even slimmer as spring approaches.

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  • The Difference Between Sales Commitment and Desire

    • November 18, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was explaining this difference to a client and the two findings, which we were comparing, were striking in their contrast.

    The candidate in question scored 100 (off the charts) on Desire (how badly he wants to succeed in sales); yet, as low as he was high – 16 – on Commitment – his willingness to do what it takes to succeed in sales. So as you might expect, the client asked, “How can he score so high in Desire but so low in Commitment?”

    Great question.

    I’ll explain it in exactly the same fashion I explained it to him.

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  • How Can Strong Salespeople Lack Desire for Success?

    • October 20, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This question is kind of funny to me.

    Using Objective Management Group’s Sales Candidate Assessment, a company could assess 1,000 salespeople, understand that Lack of Desire for Success in Sales causes an automatic “Not Recommended”, and not be tempted to interview a single candidate who lacks Desire. That is until they introduce a sales candidate that they “know” into the mix.

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  • 12 Differences Between Your Salespeople and Sales Candidates

    • September 28, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Salespeople that already work for you are TWICE AS LIKELY to LACK Commitment than candidates applying for sales positions at your company.

    What are some of the possible reasons for this discrepancy?  Here are 12:

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