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When Salespeople Perform Poorly on OMG's Sales Assessment

  
  
  
  

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

When a top producer doesn't assess well on Objective Management Group's Sales Assessment, how can it be explained?

These are some of the possible explanations:

  1. They inherited the business
  2. They have been around so long that all of the market wants to buy from them
  3. They are so likable that everyone wants to do business with them
  4. There is very little resistance in their marketplace among their targets so weaknesses don't have a negative impact
  5. The results on which they are measured aren't the correct numbers on which to judge performance
  6. They are being supported by an effective team, without whom they would fail.
  7. They have some intangibles that aren't duplicatable or replicable in others
  8. The assessment was inaccurate

The findings in the assessment are accurate almost 100% of the time and the conclusions/recommendations in the assessment are accurate about 95% of the time.  Since it's not perfect, we need to explain when there is an obvious disconnect.  The most common explanations are examples #1 and #2 above.  Sometimes it's #7.  It's hardly ever #8.

(c) Copyright 2008 Dave Kurlan



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Posted by Dave Kurlan on Wed, Sep 24, 2008 @ 05:42 PM

COMMENTS

Great info. I find that in almost every case the top producer is most often a high end account manager, lot of revenue producing accounts, as you said most likely inherited. It is very interesting when when sales force development experts asks their clients "how mnany new accounts has so and so opended in the past year"? Don't be surprised if it is none. Yet they are considered the top sales person/performer. I hear this all the time. 
 
The evaluations show this information and you will see all their Account Manager skills along with and the lack of Hunting and Closing skills.

posted on Thursday, September 25, 2008 at 10:29 AM by Ed Kleinman

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