Sales Selection Articles

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Sales Selection Articles
Case History - Read the Latest Sales Assessment to Come to Life	A sales candidate who let his difficulty controlling emotions, inability to recover from rejection, excuse making and closer skills of zero, contribute to his rant.
Sales Performance - Does it Correlate with First Impressions?	On the job performance has no correlation with good first impressions. Those that made bad first impressions? I guess we'll never know!
How Four Variations Influence Sales and the Way People Make Decisions	Science, experience, gut instinct and opinion all influence our judgement. Which we let affect our decisions is up to us.
Did Your Salespeople Choose to Be in Sales?	Most people don't begin their careers in sales. How did your people end up in the profession?
Dicing, Shoveling and Training Salespeople	10 steps to initiating new salespeople.
Another Behavioral Styles Assessment Pretends to Assess Salespeople	A behavioral styles assessment with gaping holes when it comes to assessing salespeople. An example of where relative cost is as low as the value provided.
Caliper and Selling Power Hit and Then Miss the Mark on Sales	How a Selling Power article stacks up against Objective Management Group data on effective salespeople.
Harvard Business Review Hit and Then Missed the Mark on Sales	How a Harvard Business Review article stacks up against Objective Management Group data on effective salespeople.
Sales Recruiting - How Long Can You Keep This New Salesperson?	Predicting salesperson longevity in OMG assessments.
How to Refine Your Sales Candidate Pool and Selection Criteria	Tweaks and changes you can make to your recruiting process for better quality candidates.
Case History - Sneak Preview of a Sales Candidate	The sometimes nasty messages our clients get from their candidates are a good thing!
Recruiting Strong Salespeople - The Sales Candidate Pipeline	Your recruiting pipeline should be remarkably similar to your sales pipeline with four stages...
Bench Strength - The Key to Replacing Salespeople	How strong are those you have on the bench?
Top 5 Sales Recruiting Observations of 2010	Some observations about what it takes to effectively recruit salespeople.
Top 10 Tips for Hiring Salespeople for Your Sales Force	Why it's important to hire salespeople for the right reasons, in the right way at the right time.
Latest Sales Recruiting Breakthrough - Download the New White Paper	The whitepaper on sales turnover.
Case History - How Not to Hire Salespeople	An example of the way not to do things..
The Top 5 Factors to Predict Sales Turnover	5 factors that are important when determining the potential staying power of a sales candidate.
Salesperson ROI - How Long Must They Stick to Pay Off? - Part 1	How long does a salesperson need to be around in order to be worth the initial investment?
The Pros and Cons of Hiring Green Salespeople	Is it better to target inexperienced salespeople rather than experienced ones?
The Sales Assessment that Dave Kurlan Developed	Why OMG assessments are the best sales assessment tool period.
3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring	These reasons often prevent managers from improving their hiring process.
What Makes You Think You Have a Sales or Recruiting Process?	What makes a process and what's just a series of steps?
Recruiting - 4th of the 10 Kurlan Sales Management Functions	The most important things to understand about recruiting strong, successful salespeople.
Stupid Choices in the Selection of Sales Assessments	The difference between a sales specific assessment and a personality test marketed as a sales assessment comes to light.
Bench Strength and a Hard Driving Sales Force	What does it mean to have bench strength in the sales force?Also, some of the differences between real selling and demonstrating and presenting.
Sales Assessment Comparison - Objective Management Group versus Devine	How Does Devine's assessment stack up next to OMG's?
You Have an 82% Chance of Making a Hiring Mistake When...	If you don't know how you're sales candidate is "wired" you have an 82% chance of making a hiring mistake...
10 Lessons From the Sales Candidate Who Smelled Like He Peed on Himself	Some great lessons learned from one very interesting sales candidate.
Hire the Best Salespeople on the Planet	Insight into "ramp up time","figure it out factor" and waiting for the perfect candidate.
Don't Make Assumptions About Sales Candidates	Don't make assumptions about people based on background or past history, you'll often be proven wrong.
Topgrading Pros, Cons and Sales Assessments	Dave's opinions on topgrading and how sales assessments fit in.
Personality Assessments - They Still Don't Get it	How some personality assessments will fool you into thinking they're relevant to sales!
Former IBM Pro Lashes Out Over Sales Assessment	Do sales/sales management skills translate from a market leader to an underdog?
Sales Assessments vs Personality Assessments Episode III - The PHD's Strike Back	Understanding the dynamics of a sales challenge and asking relevant questions is far more important than piles of validated data. It all comes down to the ability to be predictive.
Exposed - Personality Tests Disguised as Sales Assessments	Personality and Behavioral Styles assesments are not predictive of sales success!!
Identify the Perfect Sales Candidate for your Sales Force	Why OMG assessments can go further than all the others, and find the ideal candidate.
Personality Assessments for Sales - The Definitive Case Study	The definitive argument against using personality assessments to attempt to predict sales success.
Tale of Two Assessments - Comparing Value	Objective Management vs. DISC
Misleading Statistics and Hiring the Wrong Sales Candidates	Data has its place, but don't let statistics lead you down the wrong path.
The Sales Assessment as Crystal Ball	Use what you know about the candidate to bring the data to life, and the assessment truly becomes a crystal ball.
Top 5 Reasons Why the OMG Sales Assessment is More Predictive	Top five reasons why OMG assessments are better at predicting sales success than its competitors.
Take Empathy Out of the Sales Hiring and Selection Process	You wouldn't dare deviate from operational best practices, so why deviate from hiring best practices?
Hiring Salespeople is Like Baseball Expansion	Hiring salespeople is scalable until you get to the dilution point.
How to be More Effective Selecting Sales Candidates	Why benchmarking and using assessments is not a good idea.
Sales Force Turnover and How to Deal with it	A podcast execs can use for advice to help overcome their sales turnover problems.
Many Recruiters Fear Sales Assessments	Why many recruiters don't like sales assessments.
Sales Competencies and Case Histories from Using Sales Assessments - The Series	This series of articles describes the various case histories, findings and entertaining stories from assessments used on sales candidates and evaluations of sales forces.
The Lost Gospels - Most Sales Candidates Really Suck!	Try this data on for size.
Hiring Former Fortune 1000 Salespeople and Sales Managers	How would big-brand salespeople or sales managers fare when they encounter the resistance, challenges, ambivalence and rejection that the rest of your salespeople endure?
How to Hire a Great Sales Team	An eight minute interview with Dave on what you can do to hire a great sales team.
Fact Based Reasons Why New Salespeople Fail - Data Points	Why do people fail? (With numbers and data to back it up.)
Landing the Candidate You Want	What you can do to ensure that you get the candidate you want for your company.
Helping New Salespeople Succeed	Patience and understanding the process is key to helping salespeople succeed in a new environment.
Sales Positions 5th Most Difficult to Fill	Make sure you use an assessment to separate pretenders from the real players.
New Salespeople - Realistic Expectations	Setting expectations for your new hires.
More on Push Back from Sales Assessments	Answers some excellent questions regarding OMG assessments.
Top 3 Mistakes Companies Make When Hiring Sales Managers	Some of the biggest mistakes that companies make when filling sales management positions.
Top 10 Steps to Recruit Strong Salespeople	Ten steps that are key to developing a consistent process for hiring strong salespeople.
Management Resistance to Topgrading the Sales Force	The recruiting process can be tough, but is "just filling the position" worth $1.5 million to your company?
Can Sales Assessments Actually Predict On the Job Success?	If you're using OMG assessments it can!
A Sales Management Candidate Shows His True Colors	Another assessment comes to life before your very eyes.
Why Personality Tests Don't Predict Success - Reliability and Validation	A link to a great article that explains why personality tests can't predict on the job success and benchmarking is a bad idea.
Hiring Salespeople - Poor Phone Interview Comes to Life Part 3	3rd part in the series.
Hiring Salespeople - Poor Phone Interview Comes to Life Part 2	2nd part in the series.
Hiring Salespeople - Poor Phone Interview Comes to Life	1st part in the series about how bad interviews on the phone and subsequent follow-up reinforces what the assessments say about a candidate.
We Stopped Getting Resumes from Sales Candidates	Why you need to repost your resumes each week.
The Comprehensive 90 Day Orientation for New Salespeople	If you answer these questions for your new hires in the first 90 days you'll set them up for success.
Interviewing the Sales Candidate - What's the Real Goal?	What kind of information are you really looking to glean from an interview with a candidate?
Sales Candidates, Sales Compensation and the Number of Resumes	Some of the factors and best practices for getting the highest number of qualified candidates.
Sales Candidates - How to Get the Ones You Want Part 2	Use the assessment to screen the candidates, then look at resumes, not the other way around.
Tale of Two Sales Candidates	Two important takeaways from interviews with very different people.
Sales Candidates - How to Get the Ones You Want	What can you do to implement a process that will set you up with the candidates you want to interview?
Hiring Salespeople is Like Signing Free Agent Baseball Players	Identifying the challenges that your candidate will face and the skills they need to overcome them, is the most important thing you can do in your hiring process.
How Do You Find the Right Sales Candidate?	Most companies apply the definition of insanity to their hiring process:"doing the same thing and expecting a different result." Here's what they need to do differently.
This Salesperson Was a Great Employee But We Wouldn't Hire Him Again	What are some reasons that you wouldn't rehire a successful salesperson again?
Yet Another Assessment Comes to Life	Another ediition in the series where you see the assessment results take shape.
Sales Assessments Come to Life Part 2	Another ediition of the series where you see the assessment results take shape.
Sales Candidates - Their Assessments Come to Life	Another ediition of the series where you see the assessment results take shape.
10 Reasons for HR and Sales Management to Hire Winning Salespeople Using Assessments	Compelling reasons for members of HR and sales management to hire using OMG assessments.
Sales Assessment - More Accurate Part II	If you don't obey the cardinal rule it will come back to haunt you.
Sales Assessment - More Accurate Than Sales Management Thinks	A "no" is a "no." Thinking that you know something the assessment doesn't is how you get yourself into trouble.
The Numbers Don't Lie - Why Companies Suck at Hiring Salespeople	According to research the major criteria that managers use for hiring decisions is missing one important element...
Not Enough Hirable Candidates Part 5	More hints, tips and tricks to keep those resumes pouring in.
High Turnover on the Sales Force - What Does the Future Hold?	These underlying beliefs could be contributing to turnover in your organization.
Challenges of Using an Assessment for Sales Selection	What management can do about resistance to implementing assessments within their organization.
Sales Role Models	The person on your team who you should introduce to your new hires as a model of good behavior.
Assessments - When is Knowledge a Good Thing?	Knowledge in the wrong hands can be deadly but to the person who can use the information in a meaningful way, this knowledge can be priceless.
Using the Assessment without the Process	What happens to a large organization who thinks it knows better than everyone else and implements the assessment without the process? Well I bet you can guess it's not good...
Sales Hiring Efficiency	A company's hiring and retention rate before and after implementing OMG Express Screens and the STAR method.
Two Major Assessments Go Head to Head	OMG head to head vs. a personality test: the results
The Correlation Between the Findings and Performance	Why predictive validity can correlate recommendations to hiring success, but not findings to sales performance.
A Behavioral Styles Assessment vs. OMG's Express Screen	Why OMG express screens take the guess work out of the sales hiring process.
More Hirable Sales Candidates	The advantage to screening all potential sales candidates.
Ten Tips for More Hirable Sales Candidates	More tips, tricks and insights to increase the flow of candidates.
Not Enough Hirable Sales Candidates	Why an ineffective ad can stymie the flow of applicants for a sales position.
Why Can't We Hire These Sales Candidates?	What should be the first thing you look at if you're not attracting the right people with your job ads and what should be the last thing you address.
Assessment is Predictive of Performance	The OMG assessment really is accurate in predicting behavior, here's another example..
Where are All the Hunters and Farmers?	Without an assessment, the chances of identifying candidates who can close and prospect is really quite slim.
Top 7 Sales Force Compensation Secrets	The relationship between assessment performance and prior compensation.
Hiring Salespeople Who Aren't Money Motivated	Should you do anything differently?
Will this Sales Candidate Really Fail if We Hire Him?	Can we trust the assessment??
The Sales Interview: When One Candidate is Actually Two	What happens when you get two very different impressions of the same candidate?
Sales Selection- Would You Choose Bob or Mary?	What qualities should you be looking for in your sales candidates?
What Makes Salespeople Stand Out from the Crowd?	What does it take for a salesperson to stand out from the pack?
How Frequently Do Your Salespeople Practice Selling?	Why should salespeople practice and what should they practice?
How Many Sales Candidate Assessments Does it Take?	What companies should expect when using sales candidate assessments and why it takes so many assessments to hire just one candidate.