Kurlan Provides Shocking Stat on Sales Force Management

I read Dave Kurlan’s “Understanding the Sales Force” blog religiously. I happen to like his to-the-point tips and topics on sales force management. One of his recent posts addressed the troubling stat that only 34% of sales candidates take assessment tests without additional prompts.

Now we all know how important and powerful candidate assessments are to finding the A-players for sales roles, right? So why aren’t we all insisting on them and why aren’t the candidates completing them? You should read his insightful post for the probable answers to those important questions.

I can tell you my thoughts on the end results of all those missing assessments:

  1. Poor sales
  2. Unhappy employees
  3. Missed goals

Does your sales force management process include employee assessments? Which ones are you using?

Howard Shore is a business growth expert who works with companies that want to maximize their growth potential. To learn more about how our sales force development experts can help you through management consulting, sales training, sales coaching, and better systems and process resulting in better hiring practices and maximizing performance of your existing team, please visit activategroupinc.com or contact Howard Shore at (305) 722-7216 or email him.