predictive sales test
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MUST READ: Are Assessments as Evil as the Persona Movie Suggests?
- April 7, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
That’s the problem with the documentary Persona – The Dark Truth Behind Personality Tests. The movie shines the spotlight on the well-known Myers-Briggs Personality Type Indicator and swings between those that love knowing, being and relating to one of the sixteen personality types; versus those who are trying to change laws to prevent assessments like this from being used as a pre-employment test.
The film mocks those who embrace the Myers-Briggs while advocating for the elimination of pre-employment assessments. The film focuses on people who believe they were harmed and branded as unemployable as a result of being rejected for work – supposedly because of their test results. Kyle Behm was one of those people and he committed suicide while the movie was being filmed. The advocates against personality testing for employment issue the dire warning that everyone is or will be negatively impacted by personality assessments.
The film takes five huge leaps of faith and expects viewers to leap along with them:
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The Best Solutions for Hiring Great Salespeople for Your Company
- August 28, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are all examples of inappropriate solutions to the simple question, “What is the best way to get there from here?”
How about the simple question, “What is the best way to assure that the salespeople I am about to hire will succeed in the chosen role?”
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Why You Must Hire Salespeople Right Now
- June 4, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Forbes conducted a survey of Fortune 500 CEO’s and 82% of them said they would be hiring more people within 2 years. Why should that be important to you?
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Best Example of Value-Added vs. Commodity Selling
- March 7, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I wrote an article for the March 2013 issue of Top Sales World Magazine that debriefs an actual sales call. I’ve written more than 1,000 articles and I believe this one is the best yet! The article effectively details an actual value-added consultative sales call which, because of a single incorrect question, quickly became a transactional, commodity-based, price-driven call. The example is really striking because it so clearly shows that you can do everything correctly but asking even one question the wrong way can cause a salesperson to lose the opportunity to be a trusted advisor, and fall into the abyss of commodity sellers.
