Sales Assessment Comparison - Objective Management Group versus Devine

Posted by Dave Kurlan on Mon, Sep 14, 2009 @ 13:09 PM

It's not often that we get to compare the assessment results of an individual that took our assessment and another.  Why?  Because most companies don't use multiple assessments that report on similar findings.  Notice that I said "report on" and not "look at".  While other assessments report on findings similar to ours, they don't look at or measure the same information to draw their conclusions.  That's why the reports I received today make for such an enjoyable comparison.

The candidate was assessed by Objective Management Group AND Devine, a company that produces behavioral styles assessments that are marketed and sold as sales assessments.  Because their questions are not asked in a sales context, they get findings that, while likely accurate in social situations, are usually out of context, and  less accurate for sales.  That is why, as is often the case, the results between ours and behavioral styles assessments are contradictory.

Below, you'll see how this candidate scored on ten of the key findings for each assessment:

Variation
OMG Finding
Devine Finding
Conflicting Finding
Strong Desire
Questionable - Ambition & Drive
Conflicting Finding
Strong Responsibility
Questionable - Accepts Responsibility
Conflicting Finding
Strong Outlook
Questionable Outlook
Conflicting Finding
Is Trainable
Questionable - Challenge/Growth/Change
Similar Finding
Gets Emotionally Involved
Questionable Emotionally Objective
Conflicting Finding
74% Hunter Skills
Poor Sales Prospecting
Conflicting Finding
Decision Maker
Poor - Resists Think it Overs
Similar Finding
Some Need for ApprovalPoor - Lacks Need for Approval
Similar Finding
75% Ambassador Skills
Excellent Relationship Effectiveness
Conflicting Finding
Ineffective Selling System
Excellent Process Orientation

 

Seven out of ten findings shown here are in conflict.  Knowing that our accuracy is legendary (95% predictive validity), which assessment would you rather base your decision on?

There are two more findings that you should know about:

OMG also measures commitment - the candidate's commitment was weak and the finding was Lacks Commitment.  Behavioral styles assessments can't measure commitment to sales success.

OMG's recommendation was "not hirable".  Devine's recommendation was "Good Overall Job Fit".  Now which assessment would you rather base your decision on?

If you want to read more about the difference between assessments that were built for sales versus those that were adapted - and not too effectively - for sales, here are three on the subject:

This was the first in the series.

Then came this follow up with more detail.

Then came this article after certain PHD's had their world rocked.

(c) Copyright 2009 Dave Kurlan

 

Topics: sales assessment, Dave Kurlan, sales hiring, Sales Candidate, sales evaluation, Devine, personality test

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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