Understanding the Sales Force
FEBRUARY 22, 2023
I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. 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. Inbound is King," they said.
Understanding the Sales Force
DECEMBER 10, 2018
I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone. Around this time ten years ago, the US economy was famously tanking.
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Understanding the Sales Force
NOVEMBER 13, 2018
That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008. Objective Management Group's (OMG's) findings from the evaluations and assessments of 1.8 million salespeople show that 50% of all salespeople are weak.
The Pipeline
MAY 13, 2020
If you want to tether your offering to their future, you need to understand those who set the objectives. I remember during the economic meltdown in 2008, I met with a VP of Strategy and a VP of Sales at a larger Canadian corporation. This can involve leaders at all levels who have direct input or impact on corporate objectives.
Anthony Cole Training
NOVEMBER 12, 2018
In 2008, I posted two blogs covering 14 of the 21 core competencies identified by the Objective Management Group Sales Person Assessment. Between then and now, much has taken place that I've written about, and as I fly from Atlanta to Portland, Oregon, I have some time to write about the remaining 7 core competencies.
The Pipeline
FEBRUARY 8, 2012
December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. August 2009.
Sales and Marketing Management
MARCH 1, 2019
The most recent version of this approach was published in Harvard Business Review in the 2008 article “ Putting the Service Profit Chain to Work ” by James L. The 2008 article reinforces the original message that treating customer-facing employees well increases the likelihood that those employees will treat the customers they serve well.
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