Free Resources

Here are valuable tools and resources you can use to better understand and grow your sales organization!  To receive your free download, click “Request Info” and fill out the form:

Predictive Sales Candidate Asessments FREE TRIALImagine a tool so reliable that you could eliminate 96% of the mistakes made when hiring salespeople (and sales managers too) and never again be fooled by an individual’s charming personality, perfect track record or exaggerated resume. You won’t have to wait six months to a year to learn whether your next candidate will succeed in your difficult business. Our Sales CandidateSales Management Candidate and VP Sales Candidate Assessments provide easy, instant access to the same accurate, insightful results that thousands of successful companies rely upon to choose winning salespeople (and sales managers). Candidates complete a comprehensive set of questions, the results are emailed to you and that powerful information is available for the interview. Request Info… 

FREE Hiring Mistake CalculatorAnswer just 15 questions (will take less than 5 minutes) and we’ll instantly provide you with your total cost of hiring mistakes including your cost of recruitment, development and lost business. Request Info… 

FREE Sales Force GraderAnswer just 22 questions (it will take less than 5 minutes) and we will provide you with an instant score on the relative effectiveness of your sales force. Along with your score, you’ll see how your sales force compares with others, receive an explanation of what your score means, and we’ll recommend what you can do to improve your score. Request Info… 

FREE Sales Force GraderAnswer just 10 questions (will take less than 5 minutes) and we’ll instantly provide you with a grade on your level of sales achievement. Request Info…

FREE Recruiting Process GraderSelect the steps you currently include in your formal or informal sales recruiting process. Complete the requested information and click “Grade My Recruiting Process” and we will provide you with a score. Request Info…

White Papers

The Trust Project

Objective Management Group, Inc., a company that specializes in evaluating sales forces and assessing sales candidates, has assessed and collected data on more than 500,000 salespeople. The data clearly shows that salespeople are sensitive to the perception that they aren’t trusted. More than half of all salespeople have Need for Approval (the need to be liked or loved) from their prospects and nearly 90% of them trust their prospects unconditionally. From a business development perspective, these findings don’t bode well for companies and their salespeople. When salespeople are too trusting, instead of recognizing the many stalls and put-offs they hear, they develop happy ears, believing they’ll get that call next week. Even if they weren’t so gullible, their need for approval would prevent them from pushing back, asking another question, or changing the outcome.  Request White Paper


Modern Science of Salesperson Selection

The combination of strong desire and commitment are present, accompanied by a good outlook, a salesperson will have tremendous incentive to change. A salesperson with incentive to change is “trainable”. With appropriate help, a trainable salesperson will improve. While identifying dozens of weaknesses that could hinder sales performance, here are five major weaknesses which, when present in certain combinations, prevent salespeople from executing their sales plans making success more uncertain.  Request White Paper


Sales Longevity – The Science of Predicting Sales Turnover

Recent study and analysis has shed light on some of the characteristics that determine longevity, or to use a more familiar concept, turnover prevention. Turnover, whether voluntary or involuntary, occurs when one party, either the employer or employee, is unhappy with the other. More often than not, the turnover is voluntary, and the employee resigns when income, culture, degree of difficulty or management practices are not to the salesperson’s liking. Involuntary turnover occurs less often because most sales managers are too patient, accept mediocrity, and avoid confrontation, especially a potentially uncomfortable termination.  Request White Paper

 

 

 

Top