sales recruiting
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Global Warming, Social Selling and The Sales Force of Tomorrow
- January 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Are Sales and Sales Management Candidates Getting Worse?
- September 10, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are probably twice as many books on the subject than just 10 years ago. There are categories of sales tools and CRM applications where none existed a few years ago. Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. And selling has changed more in the past 5 years than ever before.
With all that, shouldn’t the quality of sales, sales management and sales leadership candidates be on the rise? Yes, it should.
But there’s a problem. The quality has not risen. It seems to have worsened!
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Get Sales Compensation Right to Recruit Winning Salespeople
- August 13, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales candidates, especially good ones, are exponentially more difficult to attract than they were just two years ago. We regularly observe clients struggling when it comes to getting resumes from quality candidates. One of the reasons is compensation.
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When are Salespeople Too Old to Sell Effectively? 10 Conditions
- June 27, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When it’s time to recruit salespeople, clients have often told me that they want a “less mature, more energetic, and fit” salesperson – code for “younger”.
Like the Beach Boys, who can still pull it off with ease, salespeople can still pull it off with ease as they age, well into their 70’s, as long as the following ten conditions exist:
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How Many Sales Candidate Assessments Does it Take?
- February 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why wouldn’t you just wait until the end of the process to assess the candidates? Three reasons:
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10 Reasons – Don’t Worry When Sales Candidates Don’t Take the Test
- January 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recent statistics show that only 34% of the candidates are taking the assessment without additional prompts. Isn’t that awful?
Maybe – let’s explore it further.
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Why OMG’s Sales Candidate Assessments Can’t Help These Companies
- December 12, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If companies hire the right salespeople to begin with, their churn problem disappears!
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The Difference Between Sales Commitment and Desire
- November 18, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was explaining this difference to a client and the two findings, which we were comparing, were striking in their contrast.
The candidate in question scored 100 (off the charts) on Desire (how badly he wants to succeed in sales); yet, as low as he was high – 16 – on Commitment – his willingness to do what it takes to succeed in sales. So as you might expect, the client asked, “How can he score so high in Desire but so low in Commitment?”
Great question.
I’ll explain it in exactly the same fashion I explained it to him.
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Will This Sales Candidate Really Fail If We Hire Him?
- October 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When it says Not Recommended, you really need to believe the science behind the recommendation – if you dare to hire one of these candidates 75% of them will fail inside of 6 months.
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12 Differences Between Your Salespeople and Sales Candidates
- September 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople that already work for you are TWICE AS LIKELY to LACK Commitment than candidates applying for sales positions at your company.
What are some of the possible reasons for this discrepancy? Here are 12: