Want to hire top-performing salespeople? It’s not just about experience or skills – it’s about their drive to succeed. That’s where OMG’s ‘Will to Sell’ assessment comes in. This tool measures a candidate’s inner motivation and persistence, helping businesses predict sales success with data-backed precision.
Key Insights:
- What it Measures: The ‘Will to Sell’ evaluates drive, motivation, and resilience.
- Why it Matters: It predicts performance and helps identify the right talent for specific sales roles.
- How it Works: OMG’s assessment uses 21 sales-specific competencies across three areas: Will to Sell, Sales DNA, and Tactical Selling.
This approach isn’t just about hiring – it’s a way to build stronger teams, refine training, and optimize sales strategies. Ready to find salespeople who thrive? Let’s dive in.
Key Elements of the ‘Will to Sell‘
The ‘Will to Sell’ isn’t about one magic trait – it’s a mix of factors that fuel sales success. Using OMG’s assessment framework, businesses can uncover what separates top performers from the rest. Let’s break down the core elements that drive exceptional sales results.
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.
Measuring Sales Drive
Sales drive forms the backbone of the ‘Will to Sell.’ Through OMG’s assessment, which dives into 21 sales-specific competencies, organizations can spot candidates with the hunger to deliver results. This isn’t guesswork – the tool predicts which candidates are likely to land in the top half of the sales team within their first year.
Testing Sales Persistence
Persistence in sales isn’t just about making endless calls. It’s about staying sharp and effective when things get tough. OMG’s role-specific assessments measure resilience in a way that aligns with the unique demands of different sales roles. This ensures you’re identifying candidates who can handle the grind without losing their edge.
Understanding Sales Motivators
With insights from over two million assessments, OMG’s system digs deep into what truly drives top performers. By analyzing both natural talents and learned skills, the assessment helps companies:
- Match candidates with roles that fit their core motivators.
- Identify individuals likely to excel in specific sales environments.
- Predict long-term success with surprising accuracy.
These insights don’t just help you hire better – they give you a clear path to building a team that thrives. And this is just the beginning of what OMG’s testing and scoring system can reveal.
OMG’s Assessment Method
OMG has developed a sales talent evaluation method that goes beyond the limits of personality tests. Their system dives deep into both natural abilities and learned skills, offering a clear picture of what drives sales success.
Testing and Scoring System
The assessment measures candidates across 21 sales-specific competencies, grouped into three categories: “Will to Sell”, “Sales DNA”, and “Tactical Selling.” This structure provides a targeted, role-specific evaluation, whether you’re hiring for inside sales, territory management, or account executive roles. The assessment adapts to match the skills that matter most for each position.
Here’s how the evaluation breaks down:
| Assessment Area | Key Metrics | Why It Matters |
|---|---|---|
| Will to Sell | Drive, motivation, commitment | Predicts persistence and ability to hit goals |
| Sales DNA | Natural instincts, decision-making | Reflects raw sales potential |
| Tactical Selling | Process knowledge, learned skills | Highlights current abilities and training needs |
Candidates are given a simple “Recommended” or “Not Recommended” rating based on how well they align with the role’s requirements. This straightforward system eliminates confusion and helps hiring managers make confident decisions. The segmented scoring also makes it easier to differentiate between natural talent and learned skills.
Natural Ability vs. Learned Skills
The distinction between what someone is born with and what they’ve learned is critical for building an effective sales team. OMG’s assessment separates these two areas, giving businesses a complete understanding of each candidate’s potential.
Natural abilities measured include:
- Quick decision-making in sales situations
- Emotional intelligence with clients
- Resilience under pressure
- A competitive edge that drives performance
Learned skills evaluated include:
- Execution of the sales process
- Managing sales territories effectively
- Developing and growing accounts
- Strong closing techniques
Using ‘Will to Sell’ Results
Understanding a candidate’s drive is just the beginning. The real power of the ‘Will to Sell’ assessment lies in how it shapes your hiring, training, and sales strategies.
Hiring Smarter
The ‘Will to Sell’ assessment delivers hard data to guide your hiring decisions. Here’s how it breaks down:
| Hiring Focus | Insights Gained | Next Steps |
|---|---|---|
| Candidate Evaluation | Scores for drive and motivation | Build clear, measurable selection criteria |
| Team Compatibility | Fit with top-performing teams | Match candidates to proven team dynamics |
| Growth Potential | Blend of natural talent and learned skills | Create tailored development plans for success |
This isn’t guesswork. It’s a blueprint for hiring salespeople who thrive in your unique environment.
Sharpening Sales Training
The insights from OMG’s evaluation go beyond hiring – they spotlight performance gaps, so you can deliver training that actually moves the needle. Here’s how to use it:
- Map Performance: Review individual scores to identify strengths and weaknesses.
- Customize Training: Focus on closing gaps and amplifying strengths.
- Measure Progress: Use regular reviews to ensure the training sticks.
This targeted approach turns training into a growth engine for your team.
Refining Your Sales Process
Your sales process should play to your team’s strengths. Use the assessment results to make informed adjustments:
- Leverage Strengths: Assign roles that align with each team member’s natural abilities.
- Make Strategic Changes: Use the data to refine workflows and remove friction points.
When your team’s talents align with a finely-tuned process, the results speak for themselves.
Conclusion: Building Strong Sales Teams
Key Takeaways for Agency Leaders
To build a winning sales team, gut instinct isn’t enough. The ‘Will to Sell’ assessment from OMG, backed by over two million evaluations and 21 key sales competencies, gives agency leaders a clear, data-backed advantage.
Here’s how the assessment delivers value:
| What It Measures | Why It Matters | How to Use It |
|---|---|---|
| Role-Specific Evaluation | Ensures candidates fit the right roles | Customize assessments to match the role |
| Sales DNA Analysis | Pinpoints natural sales strengths | Benchmark against industry standards |
| Sales Percentile Scoring | Predicts future performance | Tap into OMG’s extensive database |
Putting OMG Into Action
Ready to take the next step? Here’s a straightforward way to integrate OMG’s tools into your hiring and team-building process:
- Define each sales role clearly: Know what success looks like for every position.
- Choose the right assessment tool: Match the evaluation to the role’s requirements.
- Set performance benchmarks: Use Sales Percentile data to measure potential.
FAQs
What makes the ‘Will to Sell’ assessment different from traditional personality tests when evaluating sales candidates?
The Will to Sell assessment is a game-changer because it zeroes in on sales-specific skills rather than the broad personality traits measured by traditional tests. Most personality tests are built to evaluate general behaviors in social or workplace contexts, but they fall short when it comes to predicting success in sales. This assessment focuses on what truly matters: drive, motivation, and commitment – qualities that directly fuel sales performance.
What sets this apart is its integration into a comprehensive evaluation of 21 sales-related skills. This approach offers businesses a sharper, more practical insight into a candidate’s ability to excel in sales. It’s not just about identifying talent – it’s about finding individuals with the grit and mindset to thrive in the high-pressure world of sales.
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.
Can the ‘Will to Sell’ assessment be customized for different sales roles?
The ‘Will to Sell’ assessment isn’t a one-size-fits-all tool – it’s designed to adapt to a wide range of sales roles. Objective Management Group (OMG) offers tailored evaluations for positions like sales representatives, sales managers, sales leaders, and even those in sales support. Whether it’s inside sales, territory sales, or account management, the assessment can be fine-tuned to match the specific demands of each role.
This customization helps businesses pinpoint the ideal candidates for their teams, ensuring they’re set up to create high-performing sales organizations.
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 insights from the ‘Will to Sell’ assessment to enhance their sales training programs?
To make the most of the insights from the Will to Sell assessment in your sales training programs, start by pinpointing the exact areas where your team struggles – whether it’s motivation, commitment, or drive. These findings give you a roadmap to design training that hits the mark.
Let’s say the assessment reveals low motivation. You could introduce workshops that focus on setting meaningful goals and building personal accountability. On the other hand, if commitment is lacking, you might incorporate strategies that reinforce resilience and a long-term mindset in sales.
The goal is to align your training content with the assessment’s findings. This way, you’re not just addressing weaknesses but also amplifying each team member’s strengths. A targeted approach like this doesn’t just improve individual performance – it lays the groundwork for a thriving, high-performing sales culture.
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.
