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Sales Assessment Completion Times May Impact the Validity of the Assessments
Written by: Dave KurlanArticle Overview: How would you like to influence the development of our never-ending quest for improvement in our suite of world-class assessment tools? We constantly seek ways to expand our world-class insights, legendary accuracy, and real-world relevance. I just reviewed some new data that Jim Sasena, our Operations/Technical Director, dug up for me. This particular data set shows the percentage of Sales Candidate Assessments that are completed in a particular amount of time.
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Sales Assessment Completion Times May Impact the Validity of the Assessments
How would you like to influence the development of our never-ending
quest for improvement in our suite of world-class assessment tools? We
constantly seek ways to expand our world-class insights, legendary
accuracy, and real-world relevance.
I just reviewed some new data
that Jim Sasena, our Operations/Technical Director, dug up for me.
This particular data set shows the percentage of Sales Candidate
Assessments that are completed in a particular amount of time.
What
I found most interesting about this graph is that the percentage of
time outside the norm is about 5%. That number correlates perfectly
with the percentage of assessments that have a low confidence score
(when we aren't confident in our finding because at least one of the
internal analyzes we run on the test data indicates that the person may
have tried to fake or influence the results) and our predictive
validity (95% - highest in the industry). Suppose this candidate did
great on the assessment and was recommended for your position.
Wouldn't it be cool to learn that it took him 111 minutes to complete
the 35 minute assessment and we are discrediting the findings and
recommendation? What do you suppose the candidate did during that 111
minutes?
"Hi Bob, can you call me back. I'm taking a sales assessment and I need to know how to answer a couple questions. Hurry!"
"Hi Bob, me again. I have one more question I need help with. Thanks so much. I owe you one buddy."
"Sorry to bother you again Bob. Can you feed me the answer to one more question? I owe you some tickets to the game."
Why
would someone need helping taking our assessment? Because the
questions are asked in a sales context, not a social context, and your
candidates may not know the ideal answers. As a matter of fact, most
salespeople, even veterans, don't know the best answers because all of
the answers could correlate to how they think and act in sales
situations - methods and beliefs that aren't necessarily the best for
sales success.
Is there something you would love to know about your next sales candidates? Tell me what it is
and I'll respond and let you know if we do that already or if we can do
that in the future. You can influence what we report! Here's an
example: "Can you tell us whether our candidate would be able to go
into a new market, where we are totally unknown, get through to CEO's,
sell a high-end consulting service that is also priced higher than the
well-known competition, and close this business in 2 calls?
If you don't use Objective Management Group's assessments, don't feel left out. Just take one minute (that's all - I promise) and complete this very simple survey of between 1 and 5 questions. Non-users only!!!
Can Sales Assessments Actually Predict On the Job Sales Success
Sales Assessment Completion Time May Affect Validity
Sales Assessment Comparison - Objective Management Group vs. Devine
Exposed - Personality Tests Disguised as Sales Assessments
Tale of Two Assessments - Comparing the Value
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Predict Sales Turnover Visual Pipeline Salesperson Selection |
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- Expectations from business and each other.
- Good sense of self-worth
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I suggest you to go on Google type “Partnership Assessment form” and Partnership Assessment Tool” You find some good results. Further apart from this forum look into on social media and business sites.
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: Info for would be franchisers...
- [quote="Sebastien":1d29sdv1]Like Franchise Times, Franchise Update is a very practical magazine. There is no blah blah, just straight facts that anyone in the franchise community can relate to. I just want to mention that all these magazines are NOT franchisee oriented. I mean these magazines are for franchise professionals. If you're looking to buy a franchise, you won't find much information in there.
To answer your question, getting published in Franchise Times was fairly easy. I don't want to brag too much but I think I am known in the franchise industry. I was the marketing guy at Franchise.com for a few years before joining my new company, the World Franchising Network. So people know me and I have a very good relationship with Nancy Weingartner, the Managing Editor at Franchise Times. I was talking with her at the last Franchise Expo South in Miami and she mentioned she'd like me to be profiled. I was like "ok, sure!". I like this franchise executive profile thing in Franchise Times as it is rarely BS. People are usually really natural in there.[/quote:1d29sdv1]
Thanks for the follow up Sebastien! And I can't say that I'm surprised that networking with the right people and managing your relationships with them properly are the keys to being published.
I guess the old adage holds true of "it's not who you know, but who knows you" that's important.
Does a New Company need a "Big" PR firm?
- I've started work with a brand new company that is going to do loss mitigation. My boss intends to hire a "big" PR firm - ie one that costs a lot of money - because he wants press releases sent out to the New York Times, the LA Times - all the major papers around the country - and he think they'll be more likely to print them if they come from a "big" firm as opposed to a one-person PR firm.
I think it doesn't matter where the press release comes from as long as its well written.
What are the opinions here?
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