Understanding the Sales Force

Sales Competencies and Case Histories from Using Sales Assessments - The Series

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Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

This series of articles describes the various case histories, findings and entertaining stories from assessments used on sales candidates and evaluations of sales forces.

 Will This Candidate Really Fail if I Hire Him? 

10 Reasons for HR to Hire Winning Salespeople Using Assessments 

Sales Assessment More Accurate Than Management Thinks 

The Correlation Between the Findings and Performance 

Personality Tests - Are They Worth the Risk? 

Denial Over a Sales Force Evaluation 

Why Isn't This Salesperson Hirable? 

They Couldn't All Be Bad 

This Salesperson Was A Great Employee But I Wouldn't Hire Him Again 

More Hirable Sales Candidates 

I Don't Believe This Stuff 

Hiring Salespeople - Phone Interview Comes to Life Part 1 

Hiring Salespeople - Phone Interview Comes to Life Part 2 

Hiring Salespeople - Phone Interview Comes to Life Part 3 

How Do You Find the Right Sales Candidates? 

Sales Candidates - How to Get the Ones You Want Part 1 

Sales Candidates - How to Get the Ones You Want Part 2 

Rejected 

Latest and Greatest 

It's a Misunderstanding

Sales Candidate Doesn't Qualify 

Can Sales Assessments Actually Predict On the Job Performance? 

Managing Salespeople that Work in a Remote Location 

A Sales Management Candidate Shows His True Colors 

When Management Gets Push Back 

How Are Assessments Used? 

Management Resistance to Topgrading the Sales Force 

The Top 10 Steps to Recruit Top Salespeople 

Sales Assessments Come to Life Part 2 

Sales Manager Resigns After Reading Sales Assessment 

Recruiters Fear Assessments

10 Lessons from the Sales Candidate Who Smelled Like He Peed on Himself

Sales Assessment Comparison - Objective Management Group vs. Devine

Posted by Dave Kurlan on Wed, Aug 20, 2008 @ 09:52 AM