Posted by Dave Kurlan on Wed, Jun 08, 2005 @ 17:06 PM

Here's a good one. One large company rejected our sales candidate assessment's too accurate. That's right. It's accuracy would eliminate a significant percentage of candidates and, in their faulty minds, prevent sales managers from meeting their quota for sales recruits. Yes, that means they will be happier with 15 mediocre bodies than 10 superstars. Despite statistics that prove10 superstars will always outsell 15 wannabes, they'd prefer the wannabes. After all, it preserves the 85% turnover and what would all their managers, HR professionals and trainers do if they suddenly hired quality people who would stick around? They'd have to find new jobs!

Please, let common sense prevail over politics, status quo, history, failure and pig-headedness.

(c) Copyright 2005 Objective Management Group, Inc.

Topics: coaching, selling, Management, assessment, Lessons

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

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