42 Objective Management Group Testimonials

"I interviewed her with the additional questions that the screening recommended to ask. It was almost incredible that she answered questions exactly like the screening said she would! It really adds some new light to interviewing."

"Presenting our people with objective feedback on their competencies, strengths and weaknesses has been the most successful and significant step toward having them accept that they needed to change."

"The recruitment process starts, rather than ends, with the Express Screen pre-hire assessment and progression in the process is dependant on meeting the initial criteria from this assessment. It works and it’s now proven. We discovered salespeople from outside the industry that are often stronger sales people than those from within. Provided they have the necessary sales skills, we are able to train them and provide the product and industry knowledge they need. In fact, some of our best sales people have come from outside the industry and been recruited using this process. We trust in the process and it’s been a complete success. You can’t underestimate the enormous amount of time this process actually saves the organization. We now only interview people who have the traits we are looking for instead of finding out in an interview that they don’t have them, or even worse, employing unsuitable staff. Originally we might interview ten people. Now we might interview just two or three and we might take them all on. It’s dynamite. The recruitment process has assisted us in attracting the right people; this has provided greater stability in our sales team."

"This is the kind of stuff I came to hear at this conference!"

"I am amazed at how it works, and picks up the weaknesses, which during interviewing ring true. We tested 4 and interviewed 4 people and the test results are right on. Have 2 candidates for the capital equipment sales position and 1 for the account management position."

"I’m writing to you regarding a client that had originally used traditional job descriptions on Monster.com and got a poor response. In April, they had 534 people view the job, 30 applied and 7 took [your assessment]. Of that 7, [none were recommended]. Once we corrected the job description with your input, things changed dramatically and they have now hired 3 candidates that they really believe are going to be superstars. With their [newest] License, they are hiring a Sales Manager and potentially more sales people in the year. They recently posted the Sales Manager position and received a response rate of 70 people viewing the position, 30 people applying and taking the [assessment]. Of that 30, 15 [were recommended]. They were extremely pleased with the 15 people [who] they feel confident that they are going to ultimately hire a valuable Sales Manager for the team."

"Dave – my management team and I thoroughly enjoyed your talk yesterday at the Des Moines Country Club."

"I really like using the test. I’ve found the results of all the testing we’ve done so far to be quite valid. It makes my hiring process much better. And your process for advertising and interviewing is great! This is truly the single most important area of my job – hiring the right salespeople. And I’m getting better results than ever before."

"I have been utilizing OMG’s” online information for a number of months now as I strive to improve customer service at my work site. Rocky has provided many good insights and reminders on how to approach making customer service a top priority for our staff."

"This is the first (out of 5) seminar that I can actually use."

"Prior to working with your organization I had awful experience trying to recruit a professional who could talk finances with prospective customers and sell. Sure, I found people who were good at one or the other, but not both, so they were ineffective selling. Then everything changed when I adopted your systematic approaches to recruiting and developing people. Now I have a team of eight people who are constantly bringing in profitable, new business!"

"I must confess I wasn’t a big fan of online assessment tools. The beauty of this system over others is that the answers are against criteria set down by management, it is very specific to your industry and business. The system itself was as good or better than anything I had seen and was widely used. The support offered from the vendor was first rate. The approach was one of interest in getting a result for our sales people, not just handing over a report and taking the money. There is no question that once we tailored a training program around the deficiencies in the individuals we witnessed improvements, in a lot of cases significant improvements. My real aim was to have my worst team member not too much worse than my best, the old strong as your weakest link theory so you are embarking on quite a process but one that pays ultimate dividends. Lastly, I adopted the online recruiting tool after we had the reports done on the existing team. Our ability to ‘weed out’ the fakes with this tool saved us so much time in getting the initial [interviews] wrong it was invaluable. We actually did a detailed study on the cost getting a sales person wrong and it was around $4.5M in lost revenue. The system works so long as management accept the answers as they are put forward and have a plan to do something with the information. It’s a bit like getting diagnosed with some ailment by the doctor and then choosing to ignore the advice if you don’t do something with the information from the reports."

"I’ve used other sales development techniques in the past, but none of them worked well because they all tried to change things in people without bothering to find out what, specifically, each individual needed to do to improve, or if they even belong in sales to begin with."

"These evaluations are powerful stuff and not everybody’s ready for it. But the people who use them, like we have, can really become successful."

"An interesting session with new approaches and a different point of view. Dave Kurlan’s content is worthy of more scheduled time. Bring him back and provide more time!"