sales testing

  • The Best Solutions for Hiring Great Salespeople for Your Company

    • August 28, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    These are all examples of inappropriate solutions to the simple question, “What is the best way to get there from here?”

    How about the simple question, “What is the best way to assure that the salespeople I am about to hire will succeed in the chosen role?”

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  • 7 New Ways to Motivate Salespeople Through 20 Old Hurdles

    • September 8, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    But what about those who are intrinsically-motivated – those who are motivated by satisfaction, fulfillment, praise and recognition.  They want to change the world.  They love what they do and want to achieve mastery.  That motivates them.  OMG is able to differentiate between intrinsically-motivated and extrinsically-motivated salespeople, but how do you manage those who are intrinsically-motivated?  How do you get them to perform when they are interested in things that go beyond a commission check?

    Perhaps this will help:

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  • Benchmarking Salespeople Sounds Great but Has Many Flaws

    • April 21, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You want to hire better salespeople, don’t you?  And you’ve been told that if you use a sales assessment, you will be able to select better salespeople, right?  And if you have a strong HR background, you may believe that benchmarking is a good first step.  There are many uses for benchmarking in sales, and while the approach taken by most assessment companies helps them, it doesn’t really help you.

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  • Rejection – Why it is the #1 Enemy in Modern Selling

    • April 3, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    For a change, rather than contributing to all the noise about inbound replacing outbound, inside replacing outside, insights replacing sales steps, buyers’ process replacing sales process, let’s talk about something that has a huge, relevant impact on selling, regardless of how the opportunity came to be.

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  • The Sales Assessment that Dave Kurlan Developed

    • February 9, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you sell high end business services and your salespeople earn in excess of $250,000 annually, would you want to use the same hiring and selection criteria that they use to hire salespeople that sell long-distance telephone services to anyone who will listen?

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