Identify the Perfect Salesperson for your Sales Force

Guest post by: Dave Kurlan
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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

Several years ago I wrote a White Paper that described both the original research as well as the ongoing research that drives our world-class, incredibly predictive, customizable sales specific candidate assessments.

When it comes to our assessments, we strive for excellence, by venturing wider and deeper than anyone else. We can be aggressive for two reasons:

1. Sales Specific - Since it was built for sales we have the data points that other assessment companies don't have.
2. Accuracy - Our predictive validity is around 95% - unbelievably high for an assessment.

During 2008, we worked to make our sales candidate assessments even more customizable and predictive. We already had hirable and not hirable recommendations but we wanted to go even further.

We introduced Hirable - Ideal based on this article.

And we introduced Hirable - Perfect based on our ability to identify exactly what would make a perfect salesperson for a particular company. We have to evaluate the existing sales force first and there have to be bona fide top producers - salespeople who not only produce more revenue than the others, but who are also strong salespeople as evidenced by their assessment results. Then we can identify the exact requirements for our assessment to filter and produce a perfect candidate. Pretty Cool!

For one company, our custom settings will recommend perfect candidates that are as good as or better than 96% of their top producers.

For another company, our custom settings will recommend perfect candidates that are as good as or better than 90% of their top producers.

So it was already pretty cool that we could recommend a salesperson who would end up in the top half of your sales force within a year. And it got even cooler when we could recommend an ideal salesperson - one who would ramp up more quickly than normal. And now I think it's super cool that we can even identify the candidate who will rise to #1!

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Salesperson ROI - How Long Must They Stick to Pay Off? Part 1

A SALES METHODOLOGY

Call Reluctance - Causes, Factors and Predictors

Expansion Plans

How to Create a Winning Content Strategy

What Makes a Lead a Good Lead?

Startups and the Dilemma of the First Sales Hire

The death of the sales call?

You Can't Sell Anybody Anything… Until They Discover They Want It!

A Different Look at Sales Compensation

Beating The 80/20 Rule

Insurance Sales Training

If I Could…Would You?

Top 5 Reasons Why the OMG Sales Assessment is More Predictive

Getting Reluctant Salespeople to Fill Their Empty Pipelines

Part 5: Marketing and Sales Strategies

CAN TWO SALESPEOPLE REALLY BE THAT DIFFERENT?

Do Chain Reactions Like This Really Occur When Selling?

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Free PDF Download
Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

About the Author: Dave Kurlan

RSS for Dave's articles - Visit Dave's website
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

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