Revising the Forbes Message of the Day for the Sales Force

Guest post by: Dave Kurlan
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Personality Tests, Sales Candidate Selection - How Tests Measure Up - By Dave Kurlan

The Forbes Success Calendar for 2/25/09 said, "Action and reaction, ebb and flow, trial and error, change - this is the rhythm of our living. Out of our overconfidence, fear; out of our fear, clearer vision, fresh hope. And out of hope, progress." - Bruce Barton

I think this quote requires a serious revision - for the sales force and for the company.

First, let's make it shorter.

Action. Today, any action is better than inaction. And don't react, just respond appropriately. Reactions are emotional while responses are intentional.

Change is good but forget trial and error. In this economy there is no margin for error. Everything you do must be time-tested and proven.

Hope is not a strategy but unwavering belief will lead to progress and in turn, confidence.

My revision: If what you are doing today is not yielding the desired result, respond, take action, change, believe, progress, succeed.

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Personality Tests, Sales Candidate Selection - How Tests Measure Up - By Dave Kurlan

About the Author: Dave Kurlan

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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).
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