Understanding the Sales Force

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Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. Caliper scored the candidate at 64%.

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Are Salespeople Still Using the Hard Sell?

Understanding the Sales Force

While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance.

Insurance 263
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The 21 New Sales Core Competencies for Modern Selling

Understanding the Sales Force

For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies. Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson?

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Where Can You Find the Best Salespeople?

Understanding the Sales Force

To accomplish this I looked at data from the most recent 435,000 sales evaluations and assessments from Objective Management Group (OMG) and broke it down into 6 regions of the world. Either way, you'll at least want to know where you can find the best salespeople in the world, right? See the image below.

Hotels 294
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Are Salespeople Also Joggers?

Understanding the Sales Force

These salespeople have consultative selling skills, make it look easy, and close the majority of their fully qualified opportunities, crashing through goals and quotas. Not intelligence that you get for your sales force, like Hoovers , but intelligence on your sales force, like Objective Management Group.

Hoovers 228
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Missing on the "Secrets to Developing Successful Sales Managers"

Understanding the Sales Force

According to Objective Management Group's endless source of data, sales managers possess, on average, only 45% of the attributes of an effective sales coach. Selling skills! That doesn't appear on his list and it's the competency on which sales managers consistently score the lowest.

Hiring 242
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Do Prospects Lie to Your Salespeople Like the Airlines Do?

Understanding the Sales Force

These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills.

Airlines 268