sales force evaluation
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Exposed – Personality Tests Disguised as Sales Assessments
- January 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, I met with a long-time client who, in his previous company, used OMG’s Assessments to identify what needed to change in order to double revenue from $30 million to $60 million. In his new company, which is already about 12x that size, he wants to double revenue again. He said, “I just wasted two years with the _____ Assessment.” The assessment to which he referred was a personality assessment marketed as a sales assessment. It could have referred to any personality or behavioral-styles assessment.
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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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Sales Pipeline Can Provide Sight for Blind Executives
- October 1, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In a struggling economy, executives of sales driven companies are able to see weaknesses and shortcomings on their sales forces that they were previously either blind to or chose to ignore when the orders were coming in.
Now that these executives have sight, the question to be answered is can they invest the money to improve their revenue making machine or, is it too late because there isn’t any money left and what they see is what they get.
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Sales Statistics That Reveal Sales Effectiveness
- September 26, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Jeff Angus, author of the Management by Baseball Blog, wrote this lengthy article in response to my Pitch Count post from last week. While Part I of his manifesto explores pitch count as it relates to injury and effectiveness, he brings up another important point. He talks about the best pitchers not learning how to win by not being expected or conditioned to finish the games they start.
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Sales Competencies and Case Histories from Using Sales Assessments – The Series
- August 20, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This series of articles describes the various case histories, findings and entertaining stories from assessments used on sales candidates and evaluations of sales forces.
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Sales Force Evaluation – Times Have Changed
- February 12, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The only challenge to this is resistance. I learned from Bob Kriegel, author of three great business books, that people resist for one of four reasons:
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Pfizer Reducing Size of Sales Force by 20%
- November 29, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Based on the data we have collected on salespeople from 32,000 companies, it would be fair to say that 20% of the salespeople in most companies can be eliminated without a loss of revenue. But the real key is in choosing the right 20% and most companies use the wrong information to make those decisions.