sales recruiting
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Why OMG’s Sales Candidate Assessments Can’t Help These Companies
- December 12, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If companies hire the right salespeople to begin with, their churn problem disappears!
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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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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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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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What Makes Salespeople Stand Out from the Crowd?
- July 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Great salespeople are a jigsaw puzzle with each data point representing just one piece, not the whole picture. And nothing connects more of the pieces of the puzzle than a customized, sales specific OMG sales candidate assessment.
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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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Sales Performance – Does it Correlate with First Impressions?
- February 7, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let me talk about the first impressions and the follow up thoughts I had on 3 candidates.
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Did Your Salespeople Choose to Be in Sales?
- January 5, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Even if you reviewed as many resumes as I do each week you might not notice this: Most sales candidates did not have a sales position as their first job after college. Most started as something else and then, out of the blue, they were in sales, sales management, marketing, or business development. I always get suspicious when somewhere back in time a candidate went from Purchasing to Sales Management and never sold along the way…
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The Hidden Power of the Sales Candidate Follow Up Letter
- November 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You receive follow up letters from your sales candidates all the time, right? And you probably make notes in their files that they sent those nice follow up letters and you might even rank them higher as a result.