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Leadership Assessments

5 Ways to Spring Clean Your Business

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Spring is here and many of us are taking the time to organize, freshen, and slough off the old winter heaviness and create a light, clean approach to life. Spring is not only a great opportunity to clean the space within your home. But it's also an opportunity to clean up your systems and organization at work. Today we will share five approaches that top executives use to to spring cleaning each year.

UNSUBSCRIBE

You receive hundreds of emails each week that you may automatically delete. Take a few minutes every day to unsubscribe from the email lists you never read. In addition, review your social media accounts. If there are accounts or pages you are no longer interest in, then unsubscribe or unfollow.

SAY GOODBYE

When cleaning out your closet, organizers recommend that if you haven't worn it in the last year, it needs to go. The same rule can be applied to certain areas of your business. Some areas get neglected due to a lack of resources, so it’s the time to look specifically at those, see how they might be better incorporated, or just get rid of them if they have gone this long without any notice or results.

GO DIGITAL

Continually look for ways to get rid of paper processes. In the digital age files, photos, and scans help an office run more efficiently. Evaluate your business to determine if there is an area that is slower due to manual, paper processes.

QUESTION EVERYTHING

Gather the team to brainstorm every area of your department or company. Ask the question, "Is this the best way to handle this area?" "Is there a more efficient system that we could implement?"

REVIEW STAFFING

This doesn't mean that it's time to begin downsizing. But take a moment to review the staff, their strengths, job descriptions, and the duties they actually carry out on a month-to-month basis. Is downsizing an option? Would cross-training be better? Take some time to evaluate.

 

 

Why Many Leaders Fear Predictive and Accurate Assessments

Dave Kurlan, CEO, Objective Management Group

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You interviewed a sales candidate and fell in love with their background, personality and experience. The candidate did quite well in the interview, references checked out and you pulled the trigger. A year later, you are still waiting for the results to match the potential.

This scenario plays out day after day regardless of company size, industry, or geography. More Sales Leaders and HR professionals trust their gut than the most time-tested, accurate and predictive sales specific assessment available. Despite that it has been used on more than 1,000,000 salespeople, many Sales Leaders are fearful - not of the candidates that are recommended, but of ignoring the candidates who aren't!

This week, an OMG Partner brought a video to my attention from the Wharton School of Business. Two researchers were able to articulate why there is aversion - even to high quality algorithms - and suggested that with some allowances, even the most assessment-averse leaders could learn to use and love a good assessment.

Watch the video here.

Several years ago, we recognized the need for sales leaders to have some options and built those into the tool.

You can incorporate a science-based crystal ball into the sales hiring process. You can check out OMG's terrific sales candidate assessment here. Feel free to call us as well 800-700-6507.

How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling

Posted by Dave Kurlan 

Image Copyright BrianAJackson

Over the years I've debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today those articles would qualify as fake news.  My rebuttals to those articles, many of which can be found here, are always based on science.

Speaking of the difference between fake news and real sales science, the next topic downright amazes me and should amaze you too. Read More

Nearly 22,000 people have viewed the 5 traits of the best salespeople - traits that are purely anecdotal on the author's part - while only around 1,000 viewed the scientific rebuttal. Only 19,000 people viewed the 21 Sales Core Competencies that were updated in 2014, and only 1,200 have viewed the most recent 2017 revision of the 21 Sales Core Competencies.  Just to be clear, I'm not whining about popularity, traffic or page views.  My Blog has 1.7 million views and dozens of my articles have 15,000+ views.  My best-selling book, Baseline Selling, was ranked 15th on Amazon's list of the Top Sales Books this morning - after 12 years...so I'm not lacking for traffic or readers.

This is really about sales professionals who place more faith in the traits that are consistent with their beliefs, fearing that their actual capabilities won't match up with the science.  People want to see themselves in the most popular, positive way.  They don't want to discover that they might be lacking in 10 of the 21 Sales Core Competencies or have gaps in all 21.

Speaking of the 21 Sales Core Competencies, OMG has a brand-new tool that I promise you're gonna love.  

We built a very cool website that you can use to see the average scores for each of the 21 Sales Core Competencies, the average scores for your industry and even how your own company compares.  You must check it out - keep reading!

Here's how it works:  

  1. Go to the site and select your industry.  
  2. For each of the 21 Sales Core Competencies, average scores for all salespeople, plus the top 10%, the bottom 10% as well as salespeople from your industry, will be displayed in side-by-side comparisons. If you need further explanations there are videos that provide more detail on each competency.
  3. At any point, during your tour through the 21 Sales Core Competencies, you can request that your own company be included in the comparison - free of charge!  No catch. No conditions.  Simply click on the "learn how your salespeople are doing" button displayed beneath the competencies.  
  4. Fill in the very limited contact information (we don't sell it and we won't call you unless you ask us to) and we'll email a link for your salespeople to be assessed.  
  5. When your salespeople have completed the assessment process, the "Your Company" column in each graph will be populated with the data for your company.  Awesome and easy!  We'll keep you posted about their progress.
  6. Options to gain access to additional detailed data and information will be made available.

The early feedback on this site has been amazing - people love being able to access this data and compare it to their own and I'm sure you'll find it fascinating too!  Should you wish to learn more about evaluating your current sales force you can find us by clicking here to improve your existing sales team and here if you need to hire better Sales People, Sales Managers of Sales VPs.