sales test
-
Why You Must Hire Salespeople Right Now
- June 4, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Forbes conducted a survey of Fortune 500 CEO’s and 82% of them said they would be hiring more people within 2 years. Why should that be important to you?
-
Why Half of the Sales Force Resigned This Month
- May 20, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There is a hidden problem that the CEO is unaware of and even the most accurate and predictive sales candidate assessment on the planet – ours – won’t overcome the issue. It’s worse than you can imagine!
-
Top 5 Keys to Select and Hire Great Salespeople in 2015
- December 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m always amused when an email comes through with a message that says something like, “Maybe we should target candidates that aren’t recommended” or “Why do so many candidates lack Commitment?” or “Your assessments are only recommending 1 out of every 5 candidates!” or “The questions don’t fit the role!” or “Thanks for saving us so much time – we would have hired some of these losers last year!”
I can usually determine, just from the comment of the email, exactly who, by title, must have sent it to us. Here are some funny examples:
-
Keys to Improved Sales Performance – Part 2 of 4
- September 3, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work. As part of getting the work done, you deleted as many emails as you could where a reply wasn’t required and visited fewer websites and blogs.
-
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.
-
Top 10 Sales Recruiting Lessons to Hire Great Salespeople
- July 17, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the first emails I came across this morning was a LinkedIn update telling me that 16% of my network had started new jobs. 16%. That’s one of every 6.25 people I am connected to.
That brings us to this question. Who’s in a LinkedIn network?
-
Finding the Right Sales and Sales Management Candidates
- May 22, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Seven years ago, a company may have wanted sales managers who were task masters, holding salespeople accountable to top of the funnel metrics. While that could still be true today, a company should be looking for a sales manager who is an extremely effective sales coach, who spends 50% of the available time coaching and developing salespeople.
-
Sales Blogging – Do As I Say, Not as I Do
- May 1, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say.
-
The Biggest Mistake Executives Make about their Sales Force
- March 18, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When sales are fine, there is no better time, because there is no pressure or urgency, to evaluate the sales force because it is at that very time that executives don’t know what they don’t know.
-
Validation of the Validation of the Sales Assessment
- October 4, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the companies that insisted on validating our validation is moving forward with a license to hire 200 salespeople using our Sales Candidate Assessment. I’ll share the results of their own validation:
They conducted a 7-day pilot and hired 23 salespeople.