2016-03-19 18:53
My Blog, Understanding the Sales Force, has a new address. Please see all the posts since September at http://www.omghub.com
Thanks for reading.
Dave Kurlan Read More
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Dave Kurlan, Sales Expert, Top-Rated Speaker, Best-Selling Author discusses sales best practices, secrets to recruiting great salespeople, proper use of assessments, tests and evaluations on sales candidates and salespeople, how to evaluate a sales force and refine the sales recruiting process.
2016-03-19 18:53
When you hire new salespeople, who will their role models be? Do you point them to the veterans who are responsible for more revenue than anyone else? No, because they are usually not very g… Read More
2016-03-19 18:53
I promised to fill you in on the outcome of the business symposium where the "Death of the Sales Force" was discussed by a panel of business experts. The panel included a Banker, an owner o… Read More
2006-09-20 00:23
My wife and I just returned from a trip to Italy with our four-year old son, his four-year old girlfriend,, and our good friends and neighbors - her parents. Italy was splendid but the trip… Read More
2006-09-19 15:35
The bigger they are the harder they fall. We have a huge client that recently purchased a license to hire 100 salespeople. Historically, as many as 2000 candidates could be assessed as part… Read More
2006-09-19 12:35
Some clients want to learn as much as they can regarding how the assessments work; what makes a candidate hirable, where the findings come from, how their profile impacts the hiring decision… Read More
2006-09-12 15:12
The great new book, 101 Ways to Improve Your Life - Volume 2, has just been released. While I am a contributing author to the book, there are also articles by 100 other experts including Ja… Read More
2006-09-12 15:05
Kathryn Davis published an article warning that companies proceed with caution before they use personality tests. While she cites "no adverse impact" and "questions that could violate priva… Read More
2006-09-12 13:19
Rick Roberge, in his September 3 post on TheRainmakerMaker.com Blog, reported that most people, when asked to rate themselves for a survey, rate themselves much higher and better than they a… Read More
2006-09-05 13:36
Jeff Angus, author of Management by Baseball, has a new post that caught my interest. It was about the Red Sox' Josh Beckett and Management by Exception. The cool thing about Jeff is that he… Read More
2006-09-01 20:06
I've addressed the lack of hirable candidates before - but in different ways! Today, I introduce a new metric, Sales Hiring Efficiency.
A client with chronically high turnover is frustrate… Read More
2006-08-30 10:30
I received an article from Frank Aubuchon, president of Aubuchon & Associates, about terminating non-performing or under-performing employees. Among the topics he addressed was the scena… Read More
2006-08-23 19:25
Last week I wrote about OMG's assessment going head to head with the most popular personality test. Today I'll provide the clients' comments and insights to this comparison.
I asked them h… Read More
2006-08-18 20:56
If you're a regular reader then you know I've taken a stand against all of those who are prematurely predicting the death of selling in some form or other. Rick Roberge chimed in on his Blog… Read More
2006-08-17 01:09
As I mentioned in my previous post on this topic I was invited to participate in a business forum on the topic of the "death of the sales force". As much as I can't stand the thought of bein… Read More
2006-08-11 15:54
One end user assessed only 6 of their people. They cherry picked - their 3 best and 3 worst. They wanted to internally validate the results against some existing people that they knew. Th… Read More
2006-08-10 11:15
One large company used OMG's Express Screen to assess five candidates that were recommended by a standard personality test. To their surprise, all five candidates were very weak and ill-suit… Read More
2006-08-10 10:50
My most recent Baseline Selling Tip is about the power of telling stories. I'm a story-telling advocate but as you will read in the tip, only to help prospects and customers get the point t… Read More
2006-08-07 10:03
I was browsing a sales Blog this morning and saw much of the blogging that frustrates me so much. The "author" wrote that another Blogger "had a great piece of advice" and then proceeded to… Read More
2006-08-02 22:09
Predictive Validity is a powerful form of validation but It's not possible to correlate the findings - weaknesses, strengths, skills, problems, scores, etc. - to sales performance. I'll tell… Read More
2006-08-01 00:37
A recent sales call on me provided some good examples of what most salespeople have a difficult time doing. Read the Baseline Selling Tip I wrote about that earlier today and then come back… Read More
2006-07-26 03:37
Non Supportive Buy Cycle is one of the many hidden weaknesses we identify when evaluating sales forces. The premise of this weakness is that there is a 100% correlation between how salespeop… Read More
2006-07-25 03:20
CRM should be a no-brainer. That is, it should be highly evident, to even the most doubting of all Thomases, that being able to display the following information is not only helpful, but nec… Read More
2006-07-20 01:11
It's not unusual for weak salespeople to generate business by marketing themselves. One of the many methods available is to drop brochures - with secretaries, on car windshields, at the bott… Read More
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