Sales Recruiting Effectiveness and Trust

Guest post by: Dave Kurlan
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Sales Leadership Challenges to Having a World Class Sales Force - By Dave Kurlan

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 onsalespeople 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.

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Free PDF Download
Sales Leadership Challenges to Having a World Class Sales Force - 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).
Click here to visit Dave's website.

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