sales selection
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Top 4 Reasons a Great Salesperson Can Fail at Your Company
- October 9, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I asked the attendees if they had ever hired a great salesperson that still failed and everyone there said, “Yes!” I asked if anyone could explain how or why a great salesperson could fail, and the group offered up many guesses, but weren’t able to come up with my top 4 reasons. Here they are:
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As Good as Your Last Successful Hire – 10 Tips for Consistency
- July 31, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Look for Potential in the Next Generation of Sales Hires
- July 22, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Make-up is nice to have. DNA, Competencies, Will to Sell and Potential are must-haves. OMG is uniquely able to determine and accurately predict whether or not a candidate’s combination of will, competencies, and DNA will allow them to succeed in a particular sales role, in your business and industry, selling to your ideal decision-maker, against your competition, with your pricing, sales cycle and challenges. It’s all about potential.
There are eight findings that point to potential:
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What Percentage of Sales Candidates Are Hired?
- July 21, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In very simple terms, 6% means that 20 candidates must be assessed for each one who is hired. With an overall recommendation rate of 28%, those 20 assessments will yield approximately 6 candidates who are worthy of your time. But there is much more to consider.
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Top 10 Reasons Why Your Great New Salesperson Might Fail
- June 30, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When a great salesperson is recommended by Objective Management Group’s (OMG) Sales Candidate Assessment, and this star has a great track record, and great references, should we expect this person to succeed?
Most executives do.
But even though salespeople will tell you that “If you can sell, you can sell anything”, that statement is only true some of the time. Here are some examples of salespeople who are successful in one environment, but usually fail in another:
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The Sales Conversation CEO’s & Sales VP’s Must Have with HR
- June 2, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I had to laugh when I was told that our assessment was “correct in not recommending” her for the sales position at her company, but “the other assessment was a more accurate description” of her.
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Case History – Achieve Lowest Turnover in the Entire Sales Force
- May 27, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why would an enterprise (that has standardized on OMG’s Sales Candidate Assessment, had OMG customize it for every sales role in the company, and has terrific data from its first year of use) have one department with significantly lower turnover than all the others?
Could it be any of the following 10 Reasons?
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Your Next Sales Candidate: Looking for “The One”
- March 5, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You can get sales selection right, but it takes the right process, tools, interviewing skills, and selection criteria. As with the sales process, you can’t skip steps, take anything for granted, or be too casual about your role in any part of the process.
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What Percentage of Sales Candidates are Worthy of Being Hired?
- January 13, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse?
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Global Warming, Social Selling and The Sales Force of Tomorrow
- January 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force