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Sales Recruiting Effectiveness and Trust

Guest post by: Dave Kurlan

Article Overview: How effective is OMG's assessment. Is it more reliable than a sales recruiter?

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Sales Recruiting Effectiveness and Trust

AnObjective Management Group(OMG) Partner asked for a statistic that shows the difference between a company's effectiveness hiring salespeople when using a recruiter versus their effectiveness when using OMG'sSales Candidate Assessment.

We have so many statistics that they are coming out of our...database!

Theassessmentis customized right down to who they need to call on, the price point they are selling at, the competition they face, what you actually need them to do, the resistance they'll face, etc.

When a candidate is not recommended (we don't believe they will succeed in that role at your company selling the product or service specified to your market with all of the conditions they'll be facing), but a client hires that candidate anyway, 75% fail within 6 months. When a recommended candidate is hired, 92% rise to the top half of their sales force in the first year. That's having statistics on your side!

We have boatloads of anecdotal evidence but we have not collected empirical data on the comparison our Partner asked for so I was wondering if you would find it satisfying to help? Whether or not you have used OMG's assessments and/or a recruiter, if you could answersix very simple questions, we will have that statistic very soon!

If you are feeling very helpful, this is the last week (ends 12-9-11) I'm accepting answers to theTrust Surveybased on salespeople can be trusted" href="http://www.omghub.com/salesdevelopmentblog/tabid/5809/bid/64049/Can-Most-Salespeople-be-Trusted.aspx" target="_blank">this article about whether salespeople can be trusted. The data collected from this survey will help us develop the next generation of assessments that will include industry specific needs for salespeople who can more effectively build trust, as well as enhancements to sales training based on industry perceptions.

Finally, if you are feeling especially helpful, we are down to the final days (ends 12-12-11) for voting on the Top Sales & Marketing Awards. You can vote below if you think I/we are worthy of our four nominations or you simply want to help the cause.

Sales Assessment Tool - OMG" href="http://www.topsalesawards.com/nominations.php?award_cat_id=11" target="_blank">Top Sales Assessment Tool - OMG

Sales & Marketing Thought Leader - Dave Kurlan" href="http://www.topsalesawards.com/nominations.php?award_cat_id=12" target="_blank">Top Sales & Marketing Thought Leader - Dave Kurlan

Sales & Marketing Blog - Understanding the Sales Force by Dave Kurlan" href="http://www.topsalesawards.com/nominations.php?award_cat_id=15" target="_blank">Top Sales & Marketing Blog - Understanding the Sales Force by Dave Kurlan

Sales & Marketing Blog Post - Money Motivated Salespeople a Dying Breed by Dave Kurlan" href="http://www.topsalesawards.com/nominations.php?award_cat_id=21" target="_blank">Top Sales & Marketing Blog Post - Money Motivated Salespeople a Dying Breed by Dave Kurlan

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Home > Sales > Dave Kurlan > Sales Recruiting Effectiveness and Trust >
Article Tags: hiring, recruiting, sales recruiting, trust

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 Dashed Line

Understanding the Sales Force
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Online Sales and Marketing vs Traditional 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 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...
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Can a biz website help? Can a biz website help? - Tara, A website is just another vechicle to deliver your message and keep in touch with your customers. How? well for one your email address will have your web address in it - people judge your professionalism at that level too. Some uses my clients have found beneficial when they thought it wouldn't: 1. Disseminating repetitive information to clients e.g. portfolios, FAQs. 2. Send out newsletters that link back to your webpage (costs practically nothing via email) 3. Writing articles for your industry. These articles will do two things: 1) establish your expert status. 2) Search Engine Optimize your site. 4. Run cheaper ads in print publications by directing them to your Sales message on to a page on your site. 5. Write a special report on "Logo branding" for business owners to download. You capture their email info as you have to email it to them or their mailing address and send them the report. After they have read it they will still be inclined to use your service even if you divulge every step it takes to create a logo brand. The psychology is that they fear they may still mess up and you won't. I did this with my old Web design business as a test (gave them step by step what they needed to do to setup a website) and I still got their business. I installed Trust in them that I could do it best. Those are the major ones.
What is your hit ratio? What is your hit ratio? - Like most entrepreneurs I have more ideas for where I want to take my business than I can handle. I believe in the "fail early, fail often" philosophy and try to find small ways to get started on a project to see if it has any legs. I would estimate that for every 50 things I try, most of them don't have an impact for me, 10 of them have a slightly positive impact, and 1 hits it really big. Some of my big wins over the past few years have been: * Learning the ins and outs of search engine optimization to drive traffic * Putting up and optimizing Google AdSense ads to monetize the website * Deciding to be the leader in profiling famous entrepreneurs online * Recruiting outside authors to help contribute to the website content (now have over 25,000 pages) * Creating the entrepreneur forums * Bringing on staff to help cope with the daily amount of work required to keep things running smoothly What is your hit ratio and some of your big wins?


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