Understanding the Sales Force

MARCH 13, 2024

When complete, they email the proposal back to procurement and hope to win. When you partner with those decision makers, they write you into the spec and/or dictate to procurement to whom the business must be awarded.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Understanding the Sales Force

MAY 10, 2023

Anyone who knows how a company’s economic engine works, knows that if you pay a salesperson $150,000 and they generate $1 million at a 40% margin, the company will get a return of $250,000 on their investment. Only CFOs would see the addition of salespeople as an expense to be cut. What’s not to like?

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Understanding the Sales Force

APRIL 23, 2014

If you’ve been reading my Blog for the past 8 years and 1,150 articles, then you have no doubt read that salespeople can be categorized into 3 groups. So perhaps, our top 6% is the group that takes selling as seriously as those runners that train for a marathon. An additional 20% of the sales population is good, but not great.

Airlines 284

Airlines Groups Forecasting Engineering 284

Understanding the Sales Force

OCTOBER 21, 2013

I''ve been critical of that as well, but for completely different reasons, so let''s review: The Challenger describes a certain type of salesperson, one that Objective Management Group (OMG) has been identifying for 23 years. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Understanding the Sales Force

JUNE 8, 2023

Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). The group learned more from that spontaneous two-hour discussion than they ever would have learned from the sterile slides. Not just different, but crucial because sales is a company’s economic engine.

Training 156

Training Face-to-face Travel Groups 156

Understanding the Sales Force

SEPTEMBER 10, 2014

And the video must be served from a high end video server like Wistia, or a for the masses search engine like YouTube. ToutApp - for excellent email template sharing, mail groups, and email marketing along with Live email tracking. Live in it. Wistia and YouTube - you need video!

Google 130

Google Travel Exact Video 130

Understanding the Sales Force

DECEMBER 20, 2012

Popular behavioral styles assessments, like the various versions of DISC, produce findings along four dimensions (categories) while some personality assessments, like those using the PF16 as their underlying engine or instrument, can measure traits in as many as sixteen dimensions. OMG Finding. What OMG Actually Measures.

Hiring 163

Hiring Case Study Study Face-to-face 163