understanding-the-sales-force validation-of-the-validation-of-the-sales-assessment 2013 Related Topics 
SBI Growth
JANUARY 9, 2013
Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.
Understanding the Sales Force
OCTOBER 4, 2013
Understanding the Sales Force by Dave Kurlan Some companies need to validate our validation. Objective Management Group (OMG) uses Predictive Validity - the most time-consuming and expensive form of validation. Our assessment recommended 13 of them, and did not recommend 10. Of course not.
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Understanding the Sales Force
JUNE 17, 2013
Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests. Notice that they didn''t say that personality is the best insight into whether a person will succeed in sales. Are you using the right assessment? Never will be.
SBI Growth
AUGUST 10, 2012
When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. They’ve never had to.
Understanding the Sales Force
JULY 31, 2014
Understanding the Sales Force by Dave Kurlan. Let''s leave the world of sales and look at my favorite topic for analogies, baseball, and although it''s very difficult this year, my favorite team, the Boston Red Sox. Is he the genius of 2013, or the incapable GM of 2012 and 2014? Back to sales.
SBI Growth
OCTOBER 20, 2012
HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". Technology Company: More than 60% of the sales force are on a trajectory to miss their number.
Understanding the Sales Force
OCTOBER 7, 2013
Understanding the Sales Force by Dave Kurlan One of the comments on my article, The Validiation of the Sales Assessment Validation , mentioned the reluctance of CEOs and Presidents to redeploy or terminate ineffective sales managers. Lack of overall sales performance is an easily recognized problem.
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