The Best Solutions for Hiring Great Salespeople for Your Company

Posted by Dave Kurlan on Fri, Aug 28, 2020 @ 12:08 PM

plane

Would you fly on a huge jet from Minneapolis, Minnesota to St. Paul, Minnesota, usually a 15-minute drive?

Would you take a train between intersections of the same city block, usually a 2-minute walk?

Would you take a bus to the bottom of your driveway - usually a 1-minute walk or less?

Would you walk from Boston to Miami - a 3-hour plus plane flight?

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?"

An OMG Partner pointed me to this article which has 7 assessment solutions. 6 of the recommendations are every bit as inappropriate as the solutions to my travel questions.

There are three additional questions that must be asked in order to answer the primary question that asks the best way to hire the right salespeople:

Are assessments in general good enough to identify those salespeople?  There are many types of assessments, including intelligence, honesty and integrity (illegal in some US states), personality (challenged in the courts), behavioral styles, cognitive ability and of course, skill-specific tests.  Because most of these assessments can be provided to any potential employee and are not specific to sales, the answer is a loud and resounding NO.

Are personality assessments good enough to identify those salespeople?  Personality assessments are not role-specific so they have been challenged in the court.  The dimensions and findings in Personality assessments are not predictive of anything and there is no specific personality type (including Meyers-Briggs, 16PF, DiSC, and Caliper which were all mentioned in the article) that indicates that one is a better salesperson than another.  Again, the answer is a loud and resounding NO.

Is OMG's sales-specific assessment a personality test?  Despite its inclusion in the article's list of 7 assessment solutions, Objective Management Group (OMG) is NOT a personality assessment. OMG provides a sales-specific assessment that measures a sales candidate's capabilities in all 21 Sales Core Competencies as well as several additional sales-specific competencies. Does it help identify the right salespeople because it is sales specific?  That is part of the reason but the more important reason is that OMG is validated using Predictive Validity.  Predictive. Validity.  Most validations show that an assessment is properly constructed and will provide consistent and reliable results. That is Construct Validity. On the other hand, Predictive Validity correlates the findings to on-the-job performance.  It is not enough though to simply identify good salespeople; you must identify the right salespeople for the role or roles in question.  Configurations for each role are customized so that the ideal salespeople are recommended for the company's specific role(s).  Right people in the right seats.  It's about getting sales selection right.  OMG has proven its accuracy and track record in sales selection having just passed 2 million sales assessments in 30,000 companies.  In the case of OMG, the answer is a loud and resounding YES.

Here's another question.  Why only 30,000 companies?  If OMG is that predictive and accurate, shouldn't it be used in 3 million companies?  I don't think there are 3 million B2B companies that qualify but certainly there are 300,000.  So again, why only 30,000?

There are 3 answers that deserve consideration.

Ego.  Far too many sales leaders believe that their gut instinct is more accurate than some assessment.  Given that the overall success rate for hiring salespeople is hit or miss with an emphasis on miss, they couldn't be more wrong.  Of the candidates who were not recommended, but clients hired them despite OMG's warning, 75% failed inside of 6 months.  Of the candidates who were recommended and eventually hired, 92% rose to the top half of the sales force within 12 months.

Knowledge.  Far too many HR leaders believe that their expertise is in hiring and either don't need an assessment or they choose one they are familiar with, like DiSC, Caliper, Predictive Index or Myers-Briggs.   The reality is that only 14% of all HR professionals understand how assessments work.

Stupidity.  At some large companies, in-house counsel has banned the use of assessments.  While they often justify their own existence, this stupid practice occurs out of ignorance.  While attorneys are protecting their clients from law-suits alleging discriminatory hiring practices, only personality assessments have been successfully challenged in court.  Remember, OMG is not a personality assessment - it's sales-specific, or in other words, a role-specific assessment which is perfectly legal to use, has never been challenged in court, and shows no adverse impact on protected minorities.

If you aren't already using them, check out OMG's Sales Candidate Assessments.  You'll improve your sales hiring success rate immediately!

If you aren't familiar with all 21 Sales Core Competencies, check out some of the data here.

Image Copyright

Topics: sales assessment, sales hiring, assessments, hiring salespeople, sales testing, sales hiring process, hiring mistake, sales hiring tools, predictive sales test

The Sales Force with Over Achievers That Don't

Posted by Dave Kurlan on Wed, Mar 25, 2009 @ 22:03 PM

Huh?

That's right. Today I heard about a CEO who told one of my colleagues that all of his salespeople over achieve.  In the same phone conversation he mentioned that sales are down 20%.  Can you imagine where sales would be if his salespeople under achieved?  

I think that many CEO's are in a time warp.

Despite the struggles of their sales force in this economy, they still view the sales force as they remember them when times were good. 

The problem with this is that even the good times did not accurately define these salespeople.  Salespeople who succeed when times are good but struggle when times get tough are not over achievers.  They are mediocre salespeople who simply don't get in their own way.  Over achievers find ways to succeed in all conditions, good and bad.

I think that many CEO's are in denial.

Despite the struggles of their sales force, they continue to look at the pipeline and say to themselves, we'll be okay as soon as these deals close.  But the deals aren't closing and with each passing day companies are less okay then they were the day before.

I think that many CEO's are scared shitless (the only truly accurate word I could type there).

Because of the struggles of their sales force, they look at the numbers, down 90%, down 75%, down 50%, down 25% and wonder how they can turn it around.  It can be turned around but they have to be proactive, not reactive.  They have to be aggressive, not passive.  They have to work on the right end of the problem - revenue - not just costs.

Truth is, our data shows that only 6% of all salespeople over achieve.  And another 20% can become over achievers.  Who do you want on your sales force and what are you willing to do to develop them or recruit them?

(c) Copyright 2009 Dave Kurlan


 

Topics: Dave Kurlan, sales hiring, assessments, selling, Management, Sales Force, leadership, over achievement, declining sales, improve sales, assessment, sales candidates, over achieve, Under achievers, hiring salespeople, mediocrity, overachievers, sales increase, Performance, Economy, sales assessments, declining revenue

The Secret - The Ancient Scrolls and its Impact on the Sales Force

Posted by Dave Kurlan on Tue, Mar 24, 2009 @ 12:03 PM

Al Turrisi was kind enough to give me a book called the Power of the Kabbalah.  Its ancient scrolls originated around 4,000 years ago, inspired The Secret and predates Moses and the Bible!  Since this book is not the Kabbalah itself, rather a Cliff Notes version, it tends to read more like a self-help book. It is far more powerful than a self-help book though as it points to a number of rules that will cause a transformation in one's life.

Seven of the desired behaviors are consistent with the philosophies in Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball as well as Objective Management Group's Sales Assessments:

The importance of Desire. Read the Top 10 Factors for Salespeople to Overachieve.

It's not about you.  Over the past several months I have found myself telling an awful lot of salespeople and sales managers that it's not about them.  It's even become a finding in Objective Management Group's Sales Manager's Evaluation - The It's All About Me finding.

Need for Approval or what happens when you need people to like you.  This is the second most powerful weakness in all of selling. Here's an article about that.

Becoming Emotionally Involvedor reacting instead of proacting.This is the third most powerful weakness in all of selling. I wrote an article about this.

Resistance or the great challenge that presents itself rather than an obstacle.  I wrote a an article about this earlier this month and another one a couple of years ago.

Certainty or having faith that what you say, ask, or do will get the desired outcome.

Doing What's Uncomfortable.  I wrote an article about this a while back too.

Many of the articles I linked to were Baseline Selling Tips.  Speaking of Baseline Selling, this is the third anniversary of the publish date of the book, a good reason to reread or order it.

So in summary, simply by having your salespeople overcome their sales weaknesses, doing the very things they are uncomfortable doing, having faith in their abilities and having a strong desire for success will cause those very same people to experience life changing experiences.

(c) Copyright 2009 Dave Kurlan

 

 

Topics: sales assessment, Dave Kurlan, Need for Approval, Baseline Selling, assessments, sales skills, Salesforce, Sales Force, Changing_Behavior, over achievement, sales weaknesses, Motivation, sales core competencies, assessment, sales evaluation, over achieve, improve sales performance, sales winners, overachievers, sales assessment test, Baseline_Selling, sales assessments, sales test, objective management group

Sales - What the Data Tells Us - The Series

Posted by Dave Kurlan on Wed, Aug 13, 2008 @ 22:08 PM

Is there data which actually illustrates and supports what drives sales performance, hiring great salespeople, and developing salespeople?  Is it meaningful?  If the data is compelling, would you modify your views, beliefs, practices and behaviors? 

I've written a number of articles based on my research, our data from assessing 1,997,459 salespeople, statistics and/or pure science.  Some of the articles pertain to sales performance, while others are based on the hundreds of thousands of salespeople whom we have assessed.

This article series is called Sales - What the Data Tells UsWhile some of the articles simply report the research and/or data, others share either my insights about the data or provide data to support my insights.  Here are the articles:

Finally!  Science Reveals the Actual Impact of Sales Coaching    
Salespeople in Small Companies are 43% Better at This and Other Salesenomics  Insights
Data Shows Commitment and Motivation Changed During the Pandemic        
New Data Reveals Interesting Differences in Salespeople's Ability to Work from Home     
How Much Has Video Impacted the Way We Sell?     
Companies Surprised by Remote Selling Challenges      
Why You Will Finally Pay the Price of Not Selling Value      
New Data Reveals a Finding that Correlates to Sales Success    
The Science Behind One Company's Top Sales Performers and Why They're So Much Better    
An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople 
Succeeded

New Data Reveals a Magical New Score for Sales Effectiveness

A Tale of 3 Squirrels and Their Human Counterparts in Sales

Sales Process and Why So Many Salespeople Lose Their Way

New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

Change in Approach Leads to 304% Increase in Sales Effectiveness

How Big of a Role Does Age Play in Sales Effectiveness?

How All Those Trucks on the Road Can Help You Stop Discounting

The Best Salespeople are 791% Better at This Than Weak Salespeople

The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople

How to Transform Your Sales Pipeline Today

Your Last Chance to Make a Good First Impression

How Top Salespeople Anticipate and Manage Resistance

The New Salesenomics

The 21-Day Solution for the Toughest Sales Weaknesses

Why Coaching Causes Some Sales Managers to Hold On for Dear Life

Great News! The Latest Data Shows That Salespeople are Improving

Top 13 Requirements to Help You Soar as a Sales Manager

The Top 8 Requirements for Becoming a Great Salesperson

Popularity Polls are Just Like Sales Management Tracking Metrics!

Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?

Data Shows That Only 14% are Qualified for the Easiest Selling Roles

Last Day Madness on the Sales Force - That's One Kind of Urgency

Examples of How Salespeople Lose Credibility with Their Prospects

Golden Nuggets from the CSO Insights 2018 Sales Talent Study

New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers

Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?

Where Can You Find the Best Salespeople?

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Do the Best Sales Managers Have the Best Salespeople?

New Data Shows That Elite Salespeople are 700% Less Likely to Do This

Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople

Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

Elite Salespeople are 200% Better in These 3 Sales Competencies

Latest Data - Strong Salespeople Score 375% Better Than Weak Salespeople

Sales Pipeline Data Shows That Most Late Stage Opportunities Just Aren't

Latest Data Shows Most Salespeople Would be Fired or Arrested if they Worked in Accounting

New Data - Are Experienced Sales Managers Better Sales Managers?

The Latest Data Shows That Sales Managers Are Even Worse Than I Thought

Sales Playbook and CRM Problems - What the Data Tells Us

New Data Shows How Relationships and the Need to be Liked Impact Sales Performance

New Data Shows Sales Weaknesses Cause Powerful Chain Reactions in Salespeople

Discovered - Data Reveals the Second Biggest Obstacle to Closing More Sales

Discovered - Data Reveals the Biggest Obstacle to Closing More Sales

The Wrong Salespeople are Hired 77% of the Time

New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople

Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling

Data Shows 1st Year Sales Improvement of 51% in this Competency

Are Millennials Who Enter Sales Better or Worse Than the Rest of the Sales Population?

The Official 2017 List of 21 Sales Core Competencies

Are Millennials Who Enter Sales Better or Worse Than the Rest of the Sales Population?

HBR or OMG - Whose Data Really Differentiates the Top from Bottom Salespeople?

Those Who Follow Sales Best Practices Don't Necessarily Become Top Performers

What Percentage of New Salespeople Effectively Reach Decision Makers?

Surprising New Data Busts the Myths about Relationship Selling and Social Selling

New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers

The One Sales Data Point that Varies Wildly

What Percentage of New Salespeople Reach Decision Makers?

Surprising New Data on Salespeople Busts the Myths about Relationship Selling and Social Selling

Big Data and Big Lies Have Arrived in the Sales Training and Assessment Space

What Do You Blame When Salespeople Don't Schedule Enough New Meetings?

Breaking News - More Salespeople Suck Than Ever Before (and Why)

Can the Lack Commitment to Sales Success Finding be Wrong?

Can the Worst Salespeople be Saved?

Beach Ball of Death Predicts Lack of Sales Growth

Rebuttal to What Elite Salespeople Do Differently

Science and the Length of Your Sales Cycle

Validation of the Validation of the Sales Assessment

Presidents & CEO's: 4 Out of 5 Sales Managers Are Ineffective!

The Real Problem with the Sales Profession and Sales Leadership

Are Sales and Sales Management Candidates Getting Worse?

Sales Excellence Studies Propagate Mediocrity

Top 5 Insights From Latest Sales Organization Studies

Dan Pink Hits and Then Misses the New Key to Sales Performance

Another HBR Article on Sales Leaves Me with Mixed Feelings

Are (Lack of) Results Due to the Salesperson or the Company?

When are Salespeople Too Old to Sell Effectively? 10 Conditions

Getting Reluctant Salespeople to Fill Their Empty Pipelines

The 5 Keys to Effective Sales Coaching and Results

Why Do So Many Salespeople Fail to Make Quota?

Why Most Companies are Struggling to Grow Revenue

Sales Leaders Got These Issues All Wrong

Does Your Sales Force Look Like This?

Should You Restage Your Sales Pipeline?

Another Sales Assessment Takes on OMG - What Does it Reveal?

Are Women in Sales Less Trainable?

The Sales Assessment Client Who Didn't Renew after All These Years

Why Young Male Salespeople are at a Disadvantage

The Latest Astonishing Findings About Sales Managers

Revealing Study of Salespeople Makes News at HBR

Most Salespeople Suck at Selling

Sales Effectiveness - IDC and CEB Draw Conflicting Conclusions

How Many Salespeople Made Quota in 2010?

Another Behavioral Style Assessment Pretends to Assess Salespeople

The Science of Achievement Applied to Sales Success

Caliper and Selling Power Hit and Then Miss the Mark on Sales

Harvard Business Review Hit and Then Missed the Mark on Sales

Rejection Proof - The Science Behind Success in Sales

The Top 10 Reasons Why Sales Commitment is More Important

Top 10 Reasons Why Commitment Has Become More Important

But I'm a Sales Guy! The Story of Motivation and Compensation

What Sales Leaders Don't Know about Ego and Empathy

Call Reluctance in Salespeople - Causes, Factors and Predictors

The Top 5 Factors to Prevent Sales Turnover

The Science of Selling - Rules versus Data

Does Sales Assessment Completion Time Affect Validity?

Are Sales Cycles Really Getting Shorter?

Ultimate Comparison of Sales Superstars and Sales Losers

How to Hire the Best Salespeople on the Planet

More Than Half of All Sales Managers Should Consider...

How Many Salespeople Shouldn't be in Sales?

Personality Assessments for Sales - The Definitive Case Study

Misleading Statistics and Hiring the Wrong Salespeople

Who Are Better Salespeople - Men or Women?

Top 5 Reasons Why OMG's Assessments are More Predictive

Sales Statistics that Reveal Sales Effectiveness

How to Select More Effective Sales Candidates

Fact Based Reasons Why New Salespeople Fail - the Data Points

Misleading Sales Numbers Part 2

What Do Sales Managers Do With Their Time?

Myths About Top Performing Salespeople

10 Reasons for HR and Sales Management to Hire Winning Salespeople Using Assessments

Sales Assessments - More Accurate Than Sales Management Thinks

Pfizer Reduces Size of Sales Force by 20%

Sales Hiring Efficiency

The Correlation Between the Findings and Performance

A Behavioral Styles Assessment versus OMG's Assessment

How to Elminate the 80/20 Rule on Your Sales Force

Sales Coaching - Between the Lines

How to Find More Hirable Sales Candidates

Where Are All the Hunters and Farmers?

Is He or Isn't He?

How to Close a Sale using Proof of Concept


B2B Salespeople Send 16,000+ Unqualified Proposals Each Day

Why You Should Care That Sales Motivation Data Correlates Perfectly with Sales Performance

Can Sales Statistics be Good and Bad at the Same Time?

 

 

Topics: sales competencies, assessments, recruiting, Sales Coaching, accountability, leadership, Motivation

Subscribe via Email

View All 1,800 Articles

About Dave

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.

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

2019-Silver-BlogIndi
9 Consecutive Years!

Top Sales Awards 2018 - Article/Post -  Silver


2019-Gold-AssessTool
9 Consecutive Years!

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

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