sales tests

  • Personality Tests, Sales Candidate Selection – How Tests Measure Up

    • June 17, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    As with costumes, you only need to take off the mask and you’ll see what’s underneath.  No exceptions.  No apologies.

    Personality tests aren’t predictive either.  Oh, they say that they are?  Then why is their validation of choice “construct validity” rather than “predictive validity”?

    read more

  • Sales Prospecting on Steroids

    • September 10, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    With all of the articles written about sales and cold calls being dead (I usually write the counter arguments to that.  How would you find new business if the only thing you could rely on was a lead?) it was a breath of fresh air when Michael Strickland, my guest on this week’s edition of Meet the Sales Experts, spoke about prospecting on steroids.

    read more

  • The Latest Fiction for the Sales Force – No More Hunters and Farmers

    • September 10, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead. 

    read more

  • 180 and 360 Degree Assessments on the Sales Force

    • June 4, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There are not a lot of companies that undertake 180 degree or 360 degree assessments of the sales force and that’s a good thing because there are so many limitations.

    read more

  • Sales Experts Disagree on Right Way to Train Salespeople

    • May 15, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was involved in a nearly week long, on line discussion with about a half dozen other sales experts in the Top Sales Experts Group at LinkedIn that to date has included about 41 volleys.  The original question, raised by the UK publisher of modernselling.com, asked whether there was a right way or a wrong way to train salespeople.  While there was some agreement on some points, there was much disagreement on many points.

    read more

  • Topgrading Pros, Cons and Sales Assessments

    • February 23, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    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.

    read more