sales aptitude test
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Sales Excellence Studies Propagate Mediocrity
- February 26, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you conduct a Google search for “sales excellence studies”, you’ll find more than 20,000 results. I’m sure that some results point to surveys which were conducted by others, but either way, that’s a lot of studies on sales excellence. If any of those studies were actually ground-breaking, insightful or truly representative of sales excellence, there would probably be fewer than a dozen. But there are not. There are many reasons why these studies are so lame, but let’s name just a few:
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Compromises in Sales Candidate Assessments Compromise Revenue
- September 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Experience has demonstrated that there are three areas where companies tend to compromise with sales candidate assessments and those compromises always lead to revenue shortages:
