Understanding the Sales Force

NOVEMBER 14, 2023

I’ll refer to the twelve GameStop investors as The Group. The group had eight qualities that they shared: Had extremely strong desire for their investment to pay off. The table below contains data from Objective Management Group. Most dramatically, I included the difference between the tops and the bottoms.

Sales Methodology 193

Sales Methodology Groups Up-Sell Motivation 193

Understanding the Sales Force

FEBRUARY 22, 2023

Back when Hubspot was scaling its sales team, they used Objective Management Group's (OMG) sales candidate assessments to identify the right salespeople for their various selling roles.

Top of Funnel 406

Top of Funnel Positioning Scale Inbound 406

Understanding the Sales Force

FEBRUARY 2, 2023

Most of the data I write about comes from Objective Management Group which has assessed more than 2.3 A huge percentage of salespeople do actually suck but the actual number is closer to 75%. Is it really because they don't enjoy selling? million salespeople.

Data 308

Data Google Up-Sell Groups 308

Understanding the Sales Force

JULY 17, 2023

At the same time, there are two distinct groups of scientists, one hysterical group claiming the world as we know it will end in several years, while another more stable group says that is not what the science is telling us.

Groups 156

Groups Comparison Buying Cycle Exercises 156

Understanding the Sales Force

SEPTEMBER 12, 2022

I've written several articles (same as always) about OMG (Objective Management Group) Tailored Fits/Proofs of Concept where I analyze the differences between a company's top producers and bottom producers to identify the findings/scores that differentiate their tops from their bottoms. Close game.

Comparison 309

Comparison Groups Objections Examples 309

Understanding the Sales Force

AUGUST 3, 2022

The key similarity is that both groups of salespeople have a limited number of prospects, as defined by geography or need, and therefore must continue calling on those prospects until they are sold. If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time.

Churn 296

Churn Account Territories Consumer 296

Understanding the Sales Force

FEBRUARY 25, 2024

The problem is that I was the only expert that said coaching is the most important thing that sales leaders must do. Most of the advice given fell into the category of sales tips. Again, not bad advice, but not the right advice. Let’s do the math.

Coaching 333

Coaching Guidelines Margin Incentives 333

Understanding the Sales Force

AUGUST 5, 2021

At Objective Management Group (OMG), one of the 21 Sales Core Competencies we measure and report on also tends to confuse salespeople, is the cause of frequent pushback, but has thirty-five years of cumulative science to support the finding and our conclusions.

Guidelines 380

Guidelines Closing Call-back Report 380

Understanding the Sales Force

OCTOBER 26, 2020

Objective Management Group (OMG) celebrated some milestones this year too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays. The gatherings might be smaller and more localized, but the holiday won't pass by without us. These are all Milestones.

Sales Process 368

Sales Process Groups Objections Sales 368

Understanding the Sales Force

JUNE 24, 2021

Something else we haven't done for quite a while is revisit Objective Management Group's (OMG) sales selection statistics on the percentage of people that are recommended for various selling and sales management roles.

Hotels 272

Hotels Sports Groups Objections 272

Understanding the Sales Force

APRIL 6, 2020

In today's article I'm going off topic so that I can share how we converted Objective Management Group's (OMG) 4-day Boston International Sales Experts Conference for OMG Partners, to a 3-Day Virtual Event on short notice, as well as the lessons learned so that you might be able to accomplish the same things that we did.

Conference 382

Conference Video Groups Objections 382

Understanding the Sales Force

JULY 31, 2023

Salespeople tend to fall into one of three groups when it comes to following up: I don’t want to be a pest – they may not like me anymore. I don’t know about you but I don’t like those three groups. Last fall, my wife received a six-figure proposal to replace all of the windows and doors at our home.

Follow-up 156

Follow-up Proposal Intent Groups 156

Understanding the Sales Force

JANUARY 24, 2022

While you're alone with your group at the front door and until you reach your table you must wear your mask. This is not an article about COVID but I will begin by asking which COVID policy you believe is the most stupid. My vote is for the mask requirement in restaurants because the premise is so moronic.

Airlines 322

Airlines Prospecting Policies Groups 322

Understanding the Sales Force

OCTOBER 7, 2022

That brings us to OMG's (Objective Management Group) Sales Candidate Assessment. It wasn't expensive and it didn't look great but it drove so well in the snow and ice that he rescued me when the car wouldn't make it up that long hill. The parts of the jeep were more important than the whole. Usually.

Hiring 293

Hiring How To Groups Objections 293

Understanding the Sales Force

SEPTEMBER 27, 2022

A client was having great success using OMG (Objective Management Group) to assess their sales candidates and they assumed the sales candidate assessment was the only thing OMG offered. I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information!

Software 261

Software Software Follow-up Groups 261

Understanding the Sales Force

JUNE 1, 2021

My first attempt to understand how 2022 might look was to survey Objective Management Group's Partners (sales development experts that provide OMG's assessments to their clients). We were much closer to normal. But it did get me wondering what normal means for sales teams moving forward.

Travel 323

Travel Survey Groups Objections 323

Understanding the Sales Force

AUGUST 27, 2018

I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best salespeople. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team?

Hiring 230

Hiring Sales Management Groups Objections 230

Understanding the Sales Force

APRIL 20, 2022

Objective Management Group's (OMG's) evaluations are very accurate so I always assume the evaluation is correct and simply ask questions to determine whether something needs explaining, or they might not be looking at the best data to determine whether a salesperson is truly a top producer or an under performer.

Account 296

Account Groups Objections Revenue 296

Understanding the Sales Force

SEPTEMBER 27, 2020

Such is the case with Objective Management Group. Most of these updates occur automatically and without fanfare but when an update advances to the next number - from 13.62 to 14.0 - it's a big deal and means significant updates to features, stability, security and usability are included.

Software 367

Software Software System Groups 367

Understanding the Sales Force

JANUARY 9, 2023

That said, they included and mis-categorized Objective Management Group (OMG) as a personality assessment. Regular readers already know that personality assessments are not predictive of sales success because they measure personality traits, not sales core competencies. At least they knew to include it.

Google 156

Google Software Software Groups 156

Understanding the Sales Force

JULY 8, 2019

From its evaluations and assessments of 1,875,930 salespeople, Objective Management Group (OMG) has found that only 46% of all salespeople maintain a full pipeline. Unfortunately, most sales pipelines are full of weeds, not large enough, and certainly not impressive. It breaks down as follows:

Pipeline 214

Pipeline How To Groups Objections 214

Understanding the Sales Force

DECEMBER 9, 2021

In this article we'll explore how Indeed's sales assessment compares to the gold standard in sales candidate assessments from Objective Management Group (OMG). Why would anyone think, for even a moment, that there is any value in their lame, assessment-in-name-only test?

Hiring 293

Hiring Cancellation Tools Advertising 293

Understanding the Sales Force

SEPTEMBER 17, 2021

Have you ever seen a compensation plan so complicated, so illogical and so detailed that all you could do was stare at it and wonder, WTF? Couldn't make heads or tails of it.

Compensation 170

Compensation Jigsaw Guarantee How To 170

Understanding the Sales Force

JUNE 25, 2020

John Pattison, COO of Objective Management Group (OMG), dug into OMG's remote seller data, and learned that similar to the weather, things aren't always what they appear to be. Since then, things have improved, especially around the use of video. The table below shows how this data changes according to sales experience.

Data 296

Data Groups Objections Video 296

Understanding the Sales Force

JULY 14, 2020

In 1990, I founded Objective Management Group (OMG), and now, thirty years later, we are on the verge of evaluating our two millionth salesperson. Today we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter.

Hiring 350

Hiring Groups Objections Data 350

Understanding the Sales Force

OCTOBER 7, 2020

For example, take the FinXS Extended DiSC which, at first glance, appears to have much in common with Objective Management Group's (OMG) Salesperson Evaluations and Sales Candidate Assessments. When it comes to sales assessments, things are also not what they appear to be.

Comparison 323

Comparison Exact Groups Objections 323

Understanding the Sales Force

SEPTEMBER 17, 2020

I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG). They're the worst. But I have one weekly meeting that'a always uplifting and productive.

Report 360

Report Hiring Media Groups 360

Understanding the Sales Force

JANUARY 13, 2020

This unethical group can usually be found in the category of weak salespeople - the bottom 50% - which explains why they think they need to cheat. It doesn't happen very often that somebody attempts a big cheat but when it does, it's almost magical in the way we uncover them.

Hiring 282

Hiring Groups Course System 282

Understanding the Sales Force

JULY 22, 2020

We became great friends and he became the second licensee of Objective Management Group (OMG) in 1990. Steve Taback and I started our respective sales training firms at the same time back in 1985. He emailed me asking if I had seen a change in any of the scores of the 21 Sales Core Competencies since the Pandemic had hit.

Motivation 251

Motivation Data Groups Objections 251

Understanding the Sales Force

JANUARY 6, 2020

I asked Objective Management Group's (OMG) COO, John Pattison, to dig into some of our data from the evaluations of 1,931,772 salespeople from companies and provide me with some scores. You seek out the best products, best stores, best websites and best experiences.

Company 221

Company Data Groups Objections 221

Understanding the Sales Force

JUNE 23, 2020

Video is becoming such an important part of selling, especially during the shutdowns and quarantines, that Objective Management Group (OMG) is creating a new selling competency called Video Proficient. We're getting to that same point with Zoom video, where more than half of all salespeople are now using Zoom!

Video 274

Video Distribution Call-back Groups 274

Understanding the Sales Force

SEPTEMBER 27, 2018

To accomplish this I looked at data from the most recent 435,000 sales evaluations and assessments from Objective Management Group (OMG) and broke it down into 6 regions of the world. Either way, you'll at least want to know where you can find the best salespeople in the world, right? See the image below.

Hotels 294

Hotels Groups Objections Data 294

Understanding the Sales Force

JANUARY 4, 2024

At the end of 2023 and 33 years after I founded the company, I exited Objective Management Group (OMG). These differences can include things that no longer benefit you, things you vow not to do any longer, as well as productive changes that you need to make. For example, 2024 marks the beginning of a new chapter in my life.

Distribution 170

Distribution Exercises Course Call-back 170

Understanding the Sales Force

AUGUST 21, 2023

For the consumers of Objective Management Group’s comprehensive data from the evaluations of nearly 2.4 To improve your chances of closing the business, instead of reading articles about closing, read articles about reaching decision makers.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

AUGUST 21, 2023

For the consumers of Objective Management Group’s comprehensive data from the evaluations of nearly 2.4 To improve your chances of closing the business, instead of reading articles about closing, read articles about reaching decision makers.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

OCTOBER 24, 2014

Dave Kurlan accurate sales assessment hiring sales candidates sales hiring tools sales selection objective management group' Image Copyright: Lightwise / 123RF Stock Photo.

Hiring 235

Hiring Groups Objections Tools 235

Understanding the Sales Force

JUNE 24, 2016

I will cite two sources for this article: The 130 sales consulting firms that partner with me at Objective Management Group (OMG) and provide our award-winning sales force evaluations and sales candidate assessments; The tens of thousands of salespeople, sales managers and sales leaders that I have personally trained.

Groups 159

Groups Objections Data Sales 159