Understanding the Sales Force

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.

Selling Over Video - The Six Things You Must Do Next to Improve Your Look

Understanding the Sales Force

At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform. However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are two completely different things.

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The Problem With Having Crappy Sales Managers

Understanding the Sales Force

The lettering above the dials of our LG washing machine (pictured above when new) have worn off. I went online believing I could get a replacement decal and while LG does not provide replacements, they will replace the entire front panel for $125.

The Keys to Fourth Quarter Sales Success in 2020

Understanding the Sales Force

You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Data Shows That Your Sales Team is No Different Than Your Lawn

Understanding the Sales Force

I just love it when our lawn looks gorgeous - thick, lush, and green, green, green. Getting it looking that good requires fertilizing, aerating, thatching, over seeding, and frequent mowing, all things better suited to the landscaping company than me. Of course, some sun and water help too.

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Top 10 Reasons Not to Test Your Sales Candidates

Understanding the Sales Force

Testing. Testing 1234. Testing. Check, check, check. How do I sound? Testing 12345. Dave Kurlan sales hiring sales recruiting HR hiring recruiting assessment omg sales test personality test

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New: The 21 Sales Core Competencies for 2020 And Beyond

Understanding the Sales Force

Had an update lately? I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. It seems half of them are to fix something that broke in the previous release. Apple updates the operating systems of their various devices on a fairly regular basis.

New Data - Most Sales Managers are a Disaster When it Comes to Coaching

Understanding the Sales Force

When your computer isn't functioning the way you expect you may notice how sluggish and unresponsive it is - a symptom of the real problem - so you need to look more closely.

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First Steps to Generate More Sales Opportunities Today

Understanding the Sales Force

I experienced a number of firsts this week! Dave Kurlan prospecting scheduling sales appointments

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter

Understanding the Sales Force

Last week we moved our son into his dorm to begin his freshman year of college. The college President's opening remarks were virtual, so we joined the Zoom stream from our hotel room and listened in.

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The Correlation Between Milestones, Sales Process and Sales Success

Understanding the Sales Force

The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too.

The Crucial Step Missing from Most Sales Training Programs

Understanding the Sales Force

Most companies don't understand that crappy customer service is really a sales issue. When a company's customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization.

FDR and Sir Isaac Newton on Why Salespeople Fail

Understanding the Sales Force

There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Why was every other guest in the hotel parking lot with us?

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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

The Best Solutions for Hiring Great Salespeople for Your Company

Understanding the Sales Force

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?

Masks and Sales Assessments - You Lose a Little Freedom and Control for Safety and Confidence

Understanding the Sales Force

A short end-of-the-week post. sales assessment Dave Kurlan sales recruiting hiring salespeople OMG Assessment sales selelction

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Most Companies Can Boost Sales From 30-100% in Just One to Two Years

Understanding the Sales Force

Your teenage daughter, growing 4-6 inches per year, asks for two new pairs of sneakers. She's already outgrowing 3 pairs each year and these two, which are completely unnecessary, would keep her in fashionable footwear for only a few months.

New Data Shows an Overlooked Finding Correlates to Sales Effectiveness

Understanding the Sales Force

We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn't compatible with the Mac OS.

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The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Sales Assessments, More Like Guitar Manufacturers or Ripped-Off Products?

Understanding the Sales Force

This is gonna be fun! In 2005, GM produced four mini-vans known as the Buick Terraza, Chevrolet Uplander , Pontiac Montana SV6 and Saturn Relay. These four cars were exactly the same, with the brand logos being the only differentiators.

How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments

Understanding the Sales Force

Do you hate meetings as much as I do? They're the worst. But I have one weekly meeting that'a always uplifting and productive. I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG).

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Senate Confirmation Hearings Shows Us What Salespeople Do Wrong Every Day

Understanding the Sales Force

Oh no, another post on the political climate. Don't worry, I'm not taking sides, I'll be right down the middle, and very critical of both sides. And stay with me for the pivot to the good stuff - my sales analysis. Here goes!

10 Critical Best Practices for Your Sales Force in This Crisis

Understanding the Sales Force

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business. Forget uncertainty! Where we are right now is downright scary.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

Why the Future of Selling Resemble Won't Resemble the Past

Understanding the Sales Force

It's April 17 and nearly every salesperson is selling from home. It's just temporary, right? Maybe. But what if it's not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1. So it's back to the office and your territories, right? Wrong. You'll still be home. Welcome to the future of selling where I'll share my top five reasons why.

Data Shows Sales Commitment and Motivation Changed During Quarantine

Understanding the Sales Force

Steve Taback and I started our respective sales training firms at the same time back in 1985. We became great friends and he became the second licensee of Objective Management Group (OMG) in 1990.

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The Real Reason Why So Many Salespeople are So Bad at Selling

Understanding the Sales Force

Would you like to start a business? Can't figure out what business to start? I have three ideas for you: In the past four weeks, I have tried and tried and tried to get a glass company to replace the tabletop for a large outdoor patio table after the glass exploded in an early April storm. Four weeks laster, we still don't have the glass replaced. One of our garage door openers needs to be replaced because in every five out of six attempts to lower the door, the opener sends it back up again.

15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event

Understanding the Sales Force

What a month it's been! Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home. Green screens, virtual backgrounds, video calls and meetings, team chats, video team huddles, a blur between days, working hours and relaxing hours, and more.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

The New York Times' Misleading Article on Assessments and Their Use Cases

Understanding the Sales Force

I'm not usually late but I'm really late on this topic! Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology. The story included specific assessments like The Myers-Briggs Type Indicator , The Hartman Personality Profile (Color Code), Plum , and DiSC.

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Why You Will Finally Pay the Price of Not Selling Value

Understanding the Sales Force

Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever. The result of selling value is that you are able to win the business despite not having the best price. But when we talk about selling value, what does it really mean?

New Data Reveals a Finding That Correlates to Sales Success

Understanding the Sales Force

We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong! Check out some of the profound differences this data mining uncovered!

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One Thing Your Company Must Do Right Now to Increase Sales

Understanding the Sales Force

Most in the cherry-picking news media are continuing to pound us with bad stuff: record unemployment, 80,000 dead, lockdowns into August, 30 trillion in debt, economy will be slow to recover, you'll be jailed if you open your business too soon, schools to remain closed in September, people will die, etc. But there is good stuff going on that they aren't talking about because, for the most part, the media doesn't care about sharing the good stuff. It's bad for ratings.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

How Much Has Video Impacted the Way We Sell?

Understanding the Sales Force

Back in the old days, when you wanted to copy something, you would have said, "I'm going to Xerox this." And for years when you needed a tissue you would have asked for a Kleenex. And when you wanted to clean your ears you would have asked for a Q-Tip. All three of these are examples where the brand and the product were one in the same. We're getting to that same point with Zoom video, where more than half of all salespeople are now using Zoom!

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Why it is so Difficult to Compare Sales Effectiveness from One Salesperson to Another

Understanding the Sales Force

Today we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don't mind, please read my 3 paragraphs of context. In 1990, I founded Objective Management Group (OMG), and now, thirty years later, we are on the verge of evaluating our two millionth salesperson.

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3 Steps You Must Take Today to Save Your Company From This Economic Downturn

Understanding the Sales Force

You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!). We're not going to discuss any of those threes today but we will talk about the three things companies must do, right now, in this quickly disintegrating economy, to drive revenue. Dave Kurlan Consultative Selling sales process Salesforce selling in the recession

10 Reasons Why Salespeople Hallucinate

Understanding the Sales Force

I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I took another look and this time it moved right to left. Each time I moved, it moved. I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting. I saw something that simply wasn't there. A figment of my imagination. You could even call it a hallucination.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.