VALIDATED SUCCESS

The secret of our success is that we use the Dave Kurlan Salesforce Profile™ to screen candidates. Fifteen years ago this test pioneered the industry for screening sales candidates and it remains the industry standard. We were one of the first sales development firms in the country to adopt the Dave Kurlan Salesforce Profile™ and we have been using it ever since to evaluate existing sales teams as well as screen candidates for clients who do the recruiting in-house.

The reason we are confident that our process will reduce your turnover is that we will not send you any candidate who has not passed this rigorous screen. Only about one in ten screened will pass. Then they still must meet all of the other criteria we have set such as proven prior earnings, technical competence, etc.

The heart of our process is the Dave Kurlan Salesforce Profile and it has a validated predictive validity above 90%. Below is an excerpt from its predictive validity study.

Only 5% of the candidates who were recommended failed and most of the companies that hired those salespeople failed to meet OMG's recommended conditions for hiring. When we look at the failure rate in companies that met the conditions for hiring, the failure rate drops to less than 1%. In those companies where the conditions for hiring were met, 92.3% of the salespeople hired with this test outperformed those hired previously. This strongly suggests that candidates hired with this tool will outperform those hired using alternate methods.

When hiring conditions were met and professional training was provided, the percentage of salespeople hired with this test who outperformed previous hires jumped to 99.9%. When the recommended conditions for hiring were not met, 44% still outperformed those hired previously and that number jumped to 78% when professional training was provided.

More recent follow up, tabulated in October of 2006 substantiates earlier studies and indicates that 92% of those recommended and hired were ranked in the top half of their respective sales forces after just one year. 8% of those not recommended and hired were ranked in the top half, 16% of that group ranked in the bottom half and 75% quit or were terminated.

These results strongly suggest that this Profile is clearly able to distinguish very accurately between individuals who will sell effectively for a particular company and those who will not.