Topgrading Pros, Cons and Sales Assessments

Posted by Dave Kurlan on Sun, Feb 22, 2009 @ 23:02 PM

Somehow, I got thrown into the middle of an internet disagreement between Brad Smart, author of Topgrading, and Bob Corlett, a blogger who calls himself The Staffing Adviser.

The best way to follow this interesting blogersation on two separate websites is on Jonathan Davis' blog, An Insider's Guide to Recruiting on the American Workforce web site.

I think very highly of Topgrading.  The Proprietary Recruiting Process (STAR) that we help companies build and develop for hiring top salespeople is very compatible with Topgrading.  One of the differences in our two approaches is that Brad didn't suggest incorporating assessments, including our world-class highly predictive sales assessments, into the Topgrading process.  So naturally, our process includes the assessment.

Verne Harnish, Founder and CEO of Gazelles, is a big Topgrading fan.  He's also a big fan of OMG's Assessments, so much so that we've partnered with Gazelles International and developed a Gazelles version of our Sales Force Evaluation.  In this version, all of our insights are delivered in the jargon of Rockefeller Habits.  I love this version!

So when it comes to recruiting salespeople, what can we learn from all of the back and forth and pros and cons and structure versus gut and discipline versus experience?

I can tell you this.  If you hire the right salespeople in the first place, you'll save time, money, aggravation, and reverse flat or declining revenue.  If you hire the right salespeople you'll motivate the rest of your team. If you hire the right salespeople you'll raise the bar.  If you hire the right salespeople you'll grow revenue.  And to hire the right salespeople you need an effective process,  a predictive sales specific assessment, sales managers that have been trained to interview salespeople, and an effective, comprehensive, 90 Day On Boarding Process.  Without them, you're back to hoping for the best and as we know by now, hope is not a strategy.

(c) Copyright 2009 Dave Kurlan

 

Topics: Dave Kurlan, sales recruiting, sales candidates, hiring salespeople, topgrading, sales tests, sales assessments, Sales Advice, objective management group

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six 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.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2018 Top 50 Sales & Marketing Blogs Widget

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader