Data shows that companies using Objective Management Group’s (OMG) evaluation tools achieve measurable sales growth. Here’s why it works:
- Key Focus Areas: OMG evaluates three critical factors – Will to Sell, Sales DNA, and Tactical Selling – to identify strengths and weaknesses in your team.
- Proven Impact: A 10% improvement in core sales skills can lead to a 33% increase in sales.
- Actionable Insights: OMG’s data helps you hire better, coach smarter, and assign roles more effectively.
- Real Results: Companies using data-driven strategies see up to a 59% revenue boost.
If your team struggles with closing deals, communicating value, or reaching decision-makers, OMG’s tools provide a roadmap to fix these issues. Start using data, not guesswork, to transform your sales performance.
OMG Sales Evaluation Basics
OMG (Objective Management Group) Sales Assessments can be purchased directly through Predictable Profits – named “one of the busiest sales coaches in the US” by the International Business Times.
If you want to know how your sales team is really performing, you need more than gut instinct or surface-level metrics. That’s where OMG’s evaluation system comes in. It dives deep into the core drivers of sales success, delivering insights that can reshape your team’s performance.
3 Main Sales Performance Factors
OMG’s framework zeroes in on three critical elements that determine how effective your salespeople are:
- Will to Sell
This measures the grit and determination of your team. Do they have the drive to chase opportunities, handle rejection, and close deals consistently? It’s the heartbeat of a high-performing salesperson. - Sales DNA
Think of this as the underlying traits and habits that either help or hurt their ability to sell. From handling objections to staying confident under pressure, these are the natural tendencies that can make or break success. - Tactical Selling
This is where the rubber meets the road – practical strategies and techniques your team uses every day. It’s not about theory; it’s about execution.
These three factors create a roadmap for pinpointing weaknesses and turning them into strengths.
Using Data to Find Sales Problems
OMG’s evaluations don’t stop at identifying these factors – they leverage data to dig deeper. By using Sales Percentile scoring, they compare individual performance against the broader sales population. This allows businesses to fine-tune evaluations based on specific roles, whether it’s inside sales, account managers, territory reps, or even hunter and farmer roles.
Here’s what this data-driven approach unlocks:
- Predict Success Early: Spot candidates likely to excel within their first year.
- Find Hidden Stars: Identify team members with untapped potential.
- Targeted Growth Plans: Build improvement strategies tailored to individual needs.
- Smarter Role Assignments: Match people to roles where they’ll thrive.
Unlike generic personality or aptitude tests, OMG’s evaluations are built specifically for sales. That means every insight connects directly to real-world selling, making it actionable from day one.
When it comes to assessing business development, OMG goes a step further. Their evaluations focus on role-specific skills – whether it’s telesales, major accounts, or industry-specific verticals. This level of precision ensures you’re addressing the exact competencies your team needs to win.
Main Findings from OMG Data
Analyzing 1.8 million evaluation rows, OMG sheds light on the patterns that can reshape how sales teams perform.
Top Sales Team Challenges
The data pinpoints three major areas where sales teams commonly fall short:
- Ineffective Closing: Teams often stumble when it comes to moving deals forward efficiently. This leads to missed opportunities, longer sales cycles, and lost revenue.
- Inadequate Value Communication: Instead of showcasing clear business outcomes, many salespeople get stuck highlighting product features – leaving prospects unconvinced.
- Strategic Access Gaps: Struggling to engage senior decision-makers limits the ability to unlock larger, more strategic opportunities.
Here’s a critical insight: just a 10% boost in core sales competencies drives a 33% increase in sales.
The best-performing teams don’t just avoid these pitfalls – they flip them into competitive advantages.
Top Sales Team Success Patterns
The data also reveals what sets top-performing teams apart. These teams excel in areas where others falter, turning challenges into opportunities for growth. Here’s what they do differently:
- Closing Effectiveness: They move deals through the pipeline with precision, addressing the closing gap head-on.
- Strategic Engagement: They connect with senior decision-makers and position themselves as trusted advisors, clearly outlining value-driven outcomes.
- Value-Based Selling: They focus on ROI and business impact, steering conversations away from features and toward measurable benefits.
The results? Transformative. Take a look at the numbers:
| Competency Improvement | Business Impact |
|---|---|
| 10% Improvement | 33% Increase in Sales |
| 18% Improvement | 59% Increase in Revenue |
| Data-Driven Coaching | Measurable Performance Gains |
OMG’s follow-up evaluations, typically conducted about a year after the initial assessments, consistently show that companies embracing a data-driven approach to sales see tangible improvements.
The bottom line: targeting key, measurable competencies doesn’t just drive growth – it creates a roadmap for sustainable success. The next sections will dive deeper into how to make these improvements actionable.
Steps to Improve Sales Team Results
Boosting sales performance isn’t about working harder – it’s about working smarter. Here’s how to align your team with proven strategies that deliver measurable results.
Building Better Sales Mindsets
A winning sales mindset isn’t just a nice-to-have; it’s the foundation for exceptional performance. The data is clear: top performers exhibit mindset traits that directly drive outcomes. To elevate your team, focus on three critical mindset shifts:
| Mindset Component | Impact on Performance | Improvement Strategy |
|---|---|---|
| Value Confidence | 59% revenue increase | Highlight business outcomes over product specs. |
| Strategic Thinking | 326% more urgency creation | Tie problems to their real-world consequences. |
| Decision-Maker Focus | 25% more executive reach | Sharpen C-suite communication skills. |
These shifts don’t happen overnight, but with consistent coaching and reinforcement, they can transform how your team approaches every deal.
Better Lead Quality Checks
Chasing the wrong leads wastes time and kills momentum. Elite sales teams excel because they’re laser-focused on qualifying only the best prospects. A systematic lead qualification process ensures your pipeline is filled with high-potential opportunities. Here’s what to verify:
- Decision-Making Authority: Make sure your reps are engaging with individuals who have the power to say "yes."
- Budget Alignment: Confirm that the prospect has both the resources and a timeline for investment.
- Problem-Solution Fit: Document the pain points and quantify their impact on the prospect’s business.
By filtering out unqualified leads early, your team can focus their energy on deals that are far more likely to close.
Closing More Sales
Closing isn’t just about pushing for the finish line – it’s about creating the right conditions for the deal to naturally fall into place. Top-performing salespeople stand out because they excel in three key areas:
- Uncovering Critical Business Issues
They don’t just scratch the surface. They dig deep to identify urgent problems, quantify their impact, and position their solution as the obvious fix. - Engaging Decision-Makers Effectively
"If your salespeople can reach even 25% more decision makers, think about the impact that will have on revenue." – Dave Kurlan
Direct access to decision-makers isn’t optional – it’s essential. The best salespeople know how to navigate organizations to get in front of the right people.
- Driving Value-Based Conversations
Linking solutions to specific business outcomes isn’t just a technique – it’s a game-changer. This approach has been shown to drive an 18% improvement in sales competencies, leading to a 59% increase in revenue.
The secret to closing more sales lies in consistent execution. Train your team to master these patterns, and track their progress relentlessly.
What’s stopping your team from reaching more decision-makers? How well are you qualifying leads before they enter your pipeline? And could your closing conversations be more focused on business outcomes?
Here’s the bottom line: The sales process isn’t about luck – it’s about control. Take charge, and you’ll see results that speak for themselves.
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Implementing Changes Company-Wide
Driving a company-wide sales transformation requires a structured, data-backed approach. The goal is to align individual progress with broader organizational success, creating a unified path toward measurable growth.
Building a Data-Driven Sales Coaching Plan
Sustainable sales improvement starts with personalized, data-informed coaching. By leveraging OMG’s evaluation data, you can zero in on specific skill gaps and strengths, crafting coaching strategies that deliver real results.
Here’s how to create an effective coaching program:
- Focus on Key Skills
Use evaluation data to identify and prioritize the most critical skills that need improvement. - Monitor Growth Over Time
Establish regular checkpoints to measure progress in key areas and adjust strategies as needed. - Align with Business Goals
Ensure individual coaching plans contribute directly to the company’s overarching objectives.
Choosing the Right Sales Tech Tools
The right technology can supercharge your transformation efforts. Look for tools that offer real-time performance tracking and support ongoing learning. These solutions should seamlessly integrate with your current systems, making adoption smooth and efficient.
It’s all about striking a balance – maintain consistency in your approach while staying flexible enough to act on performance data quickly. When done right, this combination ensures your sales transformation isn’t just a short-term boost but a long-term shift toward excellence.
Conclusion
OMG’s evaluation methodology isn’t just about theory – it’s about delivering measurable growth for sales teams. By leveraging comprehensive evaluation data, this approach consistently identifies untapped potential and turns it into real results.
The numbers tell a powerful story: an 18% increase in sales competencies can drive revenue growth by as much as 59%. Companies using data-driven sales strategies are also 23% more likely to surpass their revenue goals compared to their peers. This edge comes from making smarter, data-backed decisions in areas like:
- Building and developing the right sales team
- Implementing targeted coaching strategies
- Tracking and optimizing performance metrics
- Allocating resources and tools effectively
Beyond immediate gains, the methodology helps predict top performers with remarkable accuracy. This gives organizations the ability to cultivate high-performing teams that consistently deliver results. By zeroing in on strategic improvements, companies create a sales framework that evolves with market demands.
Sales success isn’t static – it’s a process of constant refinement. Using these data-driven practices, you can not only sustain growth but also transform your sales process into a lasting competitive edge.
OMG (Objective Management Group) Sales Assessments can be purchased directly through Predictable Profits – named “one of the busiest sales coaches in the US” by the International Business Times.
FAQs
How does OMG evaluate a salesperson’s ‘Will to Sell,’ and why does it matter for sales success?
OMG breaks down a salesperson’s ‘Will to Sell’ by examining 21 sales-specific competencies. These include areas like Tactical Selling, Sales DNA, and the personal motivation that fuels success. This detailed analysis uncovers the mindset and behaviors behind consistent sales performance.
Why does the ‘Will to Sell’ matter so much? It pinpoints the internal drive and grit required to thrive in the high-pressure world of sales. By zeroing in on this metric, companies can offer smarter support to their teams, enhance individual results, and elevate overall sales performance. It’s not just about skill – it’s about the fire that keeps a salesperson going.
OMG (Objective Management Group) Sales Assessments can be purchased directly through Predictable Profits – named “one of the busiest sales coaches in the US” by the International Business Times.
Why is OMG’s data-driven approach more effective than traditional sales evaluations?
OMG takes a different approach by zeroing in on the sales profession. While many traditional methods rely on generic evaluation tools, OMG’s assessments are built specifically for sales. They focus on the exact skills and role demands sales teams face every day. The result? Highly precise and actionable insights that align with the real-world challenges of selling.
With these targeted insights, businesses can pinpoint strengths, tackle weaknesses, and develop strategies that directly boost performance in critical areas – like qualifying leads, closing deals, and increasing recurring revenue. This laser-focused approach gives sales teams the tools they need to thrive.
OMG (Objective Management Group) Sales Assessments can be purchased directly through Predictable Profits – named “one of the busiest sales coaches in the US” by the International Business Times.
How can companies use OMG’s evaluation data to help their sales teams communicate value and close deals more effectively?
Companies can use Objective Management Group’s (OMG) evaluation data to pinpoint strengths and tackle weaknesses in their sales teams. These evaluations deliver clear, actionable insights into critical sales skills, helping teams sharpen their ability to communicate value and align their strategies with the company’s objectives.
When businesses understand where individual and team performance falls short, they can take focused action – whether that’s through targeted coaching, refining sales processes, or improving skills like lead qualification and closing deals. This data-driven strategy doesn’t just boost conversion rates; it builds a foundation for consistent revenue growth, ensuring the sales team is set up to hit organizational targets with precision.
OMG (Objective Management Group) Sales Assessments can be purchased directly through Predictable Profits – named “one of the busiest sales coaches in the US” by the International Business Times.
