I was forwarded an email that originated with from a colleague's client that read,
"...Many candidates are advised to not take on line sales assessments before at least a phone conversation."
Why do you think that is?
Recruiters don't believe in them?
Recruiters think they add an unnecessary step to the process?
Recruiters think they are smarter and can provide better insights than an assessment?
Recruiters feel threatened that they don't have total control when presenting the candidates?
Recruiters don't understand the assessments and don't want to be in a position where they must defend a finding?
You could probably make a case for any or all of those potential reasons but the real issue is this:
Most recruiters are in the business of selling sales candidates, presenting those candidates in the best possible light and hoping a client chooses one of their candidates. OK so far. But if their superstar candidate has to take a sales assessment, especially if it's Objective Management Group's Assessment, the candidate will be exposed and the candidate's ability or lack thereof to perform in that company will be revealed. Take into account that in general, about half of the candidates screened by our assessment are not recommended for the position for which they applied. For more senior sales positions, as many as 75% may not be recommended.That may help you understand the recruiter's reluctance to allow their candidate to the assessment. After all, who is the recruiter looking out for - the client or the candidate? Well, neither. The recruiter looks out for number one.
I'll get a lot of flack over this article. People will say that I'm unfairly characterizing recruiters as dealers of human flesh and that there are recruiters who not only use and pay for assessments themselves, but who guarantee the performance of the salespeople they place. I agree. If you must use a recruiter, use one of them!
Recruiters Fear Sales Assessments - To learn more about this author, visit Dave Kurlan's Website.
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Dave Kurlan
Dave Kurlan 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 and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dr. John Oda
John Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
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George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
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Anne Barr
Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations,
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The Evan Elite Authors program is currently in beta phase. For details please contact us.
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Dave Kurlan
(Visit Dave's Website)
Dave Kurlan 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 and 101 Great Ways
to Improve Your Life, Volume 2.
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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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