The Modern Science of Salesperson Selection

A White Paper by David Kurlan For more than 40 years, companies have been attempting to find a more accurate way to select salespeople who will succeed and, at the same time, reduce turnover in their sales organizations. In 1964, Harvard Business Review published “What Makes a Good Salesman”, an article by Herbert M. Greenberg and David Mayer. They detailed … Read More

The Common Denominator of Success

by Albert E.N. Gray “The common denominator of success — the secret of success of every man who has everv been successful — lies in the fact that he formed the habit of doing things that failures don’t like to do.” THE COMMON DENOMINATOR OF SUCCESS is as timely and inspirational, as it was when it was first delivered in … Read More

Sales Longevity

The Science of Predicting Sales Turnover By David Kurlan Between 1985 and 2010, my continued research, assessments, studies and analyses of more than 500,000 salespeople and sales managers, has yielded consistent, predictive recommendations about the performance of salespeople. My White Paper, The Science of Salesperson Selection, discusses the research and methods employed over the past two decades to consistently improve … Read More

Non Supportive Buy Cycle

Fact: Only 44% of Salespeople are meeting their targets! Could this be the reason? A Non-Supportive Buy Cycle – How it undermines the success of your salespeople and how to fix it! A White Paper on Professional Selling by Gary Delbridge “You cannot run away from a weakness; you must sometimes fight it out or perish. And if that be … Read More

OMG Earn Top Sales & Marketing Awards for 2011

OMG and founder/CEO Kurlan won two Golds and a Silver at the recent 2011 Top Sales & Marketing Awards event. As seen at http://www.prweb.com/releases/2012/1/prweb9091752.htm Westboro, MA (PRWEB) January 11, 2012 Objective Management Group, Inc. (OMG), the global leader in Sales Force Evaluations and Sales Candidate Assessments, won the Gold Medal for the Top Sales Assessment Tool of 2011 at the … Read More