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Sales Assessment

The 10 Critical Success Factors:

Former IBM Pro Lashes Out Over Sales Assessment

A CEO of a fairly large-sized but under-performing OEM asked us to evaluate his sales force. One of the three regional managers, who assessed as poorly as any regional manager could, called to complain about his results. In addition to calling me a toad, Bob said that in the eighties he used to sell and manage at IBM and he led the top performing team. He finished by letting me know that we didn't know what we were talking about and, by the way, he would be picking me up at the airport for the kick-off of their national training initiative.

How to Grow an “Attractive” Sales Personality

Having an attractive personality for selling is all about adding value to the lives of others. It could be as simple as making others laugh or as complex as a stimulating conversation about politics and investment.

Top 5 Reasons Why the OMG Sales Assessment is More Predictive

I was asked why Objective Management Group's (OMG) assessments are so much more predictive of sales success and future performance than behavioral styles assessments and personality assessments. There is more than one answer to this question and I'll try to explain the top 5 answers...[read more]

The Sales Assessment that Dave Kurlan Developed

If you have a complex technical product with a long sales cycle, would you want to use the same hiring and selection criteria used to hire life insurance salespeople who call on married couples?

Every Sales Assessment Tells a Story - This is Fred's

Our assessments allow us to see the story behind every over and under performer you have on your sales team.

Personality Assessments for Sales - The Definitive Case Study

Nearly two years ago we began development of an exciting new way to evaluate Executive Management Teams. We brainstormed, conducted surveys, performed research and identified 16 qualities that CEO's wanted their Executive Managers to possess, along with 9 Styles crucial to a Management Team's ability to grow their companies.

Exposed - Personality Tests Disguised as Sales Assessments

Yesterday, I met with a long-time client who, in his previous company, used OMG's Assessments to identify what needed to change in order to double revenue from $30 million to $60 million. In his new company, which is already about 12x that size, he wants to double revenue again. He said, "I just wasted two years with the _____ Assessment.

Selling to 4 Personality Types - A Lesson in Sales Psychology

According to the Latin theory of "Humorism", each person is born of a basic temperament, as determined by which of the four humors (or blood types) is more evident within them. The four temperament types are: Sanguine, Choleric, Melancholy and Phlegmatic. These personality or temperament theories have a very practical application in sales and business. Sales professionals, managers, business owners and any professional who works with people can use this basic knowledge of pesonality to enhance their dealings with people. By understanding the underlying reasons why people behave and relate the way they do helps us to work through challenging business dealings and help our customers make better decisions. Find out more about the 4 temperament types and how to sell to these 4 types of customers.

When Salespeople Perform Poorly on OMG's Sales Assessment

When a top producer doesn't assess well on Objective Management Group's Sales Assessment, how can it be explained? These are some of the possible explanations. Read More...

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