Objective Management Group’s (OMG) Sales Team Evaluations help you pinpoint exactly where your team excels and where they need improvement. With insights into skills, behaviors, and motivation, OMG provides a clear roadmap to boost performance and revenue.
At Predictable Profits, we use Objective Management Group (OMG) Sales Assessments to cut through guesswork, diagnose the real issues, and create sales processes that drive measurable, repeatable growth.
Key Takeaways:
- Identify skill gaps: Spot weaknesses that hurt sales and prioritize training.
- Leverage strengths: Discover hidden talents to maximize results.
- Boost motivation: Measure and enhance your team’s drive to sell.
- Improve processes: Pinpoint inefficiencies and fix them fast.
- Benchmark performance: Compare your team against top-performing sales teams.
Why it works:
OMG evaluates tactical selling, Sales DNA, and will to sell – three areas critical to success. With data from over 2 million salespeople, the system delivers actionable insights tied directly to revenue growth.
Ready to stop guessing and start growing? Let OMG’s data-driven evaluations guide your team to success.
How OMG‘s Sales Team Evaluation System Works
OMG’s evaluation system zeroes in on what matters most in sales: the skills, behaviors, and drive that lead to results. With data from over two million salespeople and 75,000 evaluations conducted annually, it delivers clear, actionable insights . This system forms the backbone of the detailed analysis outlined below.
Main Elements of OMG Evaluations
The system measures three key areas:
- Tactical Selling: How well someone executes the mechanics of selling.
- Sales DNA: The traits and behaviors that influence success in sales.
- Will to Sell: The motivation and determination to hit goals.
These areas cover 21 specific sales competencies, tailored to roles like inside sales, account management, channel sales, national accounts, hunters, farmers, and telesales teams.
Data Analysis and Performance Forecasting
OMG takes raw data and turns it into meaningful performance insights. One standout metric is the Sales Percentile score, which ranks each team member against the broader market. This score pinpoints top performers, uncovers hidden talent, and identifies areas that need the most attention.
Understanding Sales DNA Measurements
Sales DNA digs into the core traits that either fuel or block a salesperson’s success. OMG broke away from generic assessments to create sales-specific evaluations. These evaluations are customized for different roles – whether it’s a frontline salesperson, manager, leader, or support staff. This tailored approach ensures team members are placed in roles where their strengths can drive revenue while also providing a roadmap for growth.
Turning Evaluation Results into Better Sales Methods
Connecting Metrics to Revenue Results
OMG’s data shows a direct connection between sales behaviors and revenue. When sales teams grasp how their Sales DNA impacts key performance indicators, they can zero in on the skills that matter most. This clarity allows them to make precise improvements that directly affect revenue. By exposing weaknesses in the sales process, these insights pave the way for smarter strategies.
Finding Sales Process Problems
Once metrics are tied to revenue, the next step is uncovering inefficiencies in the sales process. OMG’s evaluation system, powered by data from 2 million assessments, pinpoints exactly where salespeople struggle – whether it’s qualifying leads, handling objections, or closing deals.
For example, if multiple team members score poorly in tactical selling skills, it might signal a systemic issue rather than individual shortcomings. These evaluations highlight specific breakdowns, helping sales leaders focus on targeted fixes instead of wasting time on blanket solutions.
Benchmarking Against Top Teams
After identifying weaknesses, benchmarking provides a clear picture of performance gaps. With access to a massive database of sales professionals, OMG’s system sets a standard for what high performance truly looks like.
Here’s how top teams stand out:
| Performance Area | Characteristics of Top Teams | Revenue Impact |
|---|---|---|
| Sales DNA | Mastery of core selling skills | Drives higher close rates |
| Tactical Selling | Effective, repeatable techniques | Results in larger deal sizes |
| Will to Sell | Strong motivation and resilience | Ensures consistent quota achievement |
This approach doesn’t just highlight problems – it shows exactly what excellence looks like and how to get there.
Creating Better Sales Teams with OMG Data
Leverage insights from OMG evaluations to fine-tune your team’s structure and development for maximum sales results.
Building Targeted Training Plans
Develop tailored training programs to close specific skill gaps. Tie individual performance metrics directly to actionable training goals. For example, if your evaluations highlight struggles with consultative selling, focus on building those core skills before introducing advanced techniques.
| Training Focus Area | Trigger | Development Approach |
|---|---|---|
| Sales DNA Improvement | Weak foundational skills | One-on-one coaching |
| Product Knowledge | Gaps in technical expertise | Structured learning modules |
| Process Execution | Inconsistent application | Role-playing workshops |
Learning from Your Best Performers
Capture what works. Study your top salespeople and document their methods. Record their calls, outline their best practices, and pair them with less experienced team members to share their expertise.
Structuring Teams for Success
Use evaluation data to group your team in ways that amplify their strengths. Here are three approaches:
- Skill-Based Pods: Form small teams with complementary strengths in areas like lead qualification, relationship building, product expertise, and closing deals.
- Territory Alignment: Assign salespeople to markets that align with their strengths, particularly in territories requiring deep product knowledge or specialized skills.
- Development Clusters: Group team members with similar growth areas to streamline coaching and training efforts.
Growing Revenue with OMG Evaluation Results
Turn evaluation insights into actionable steps that drive revenue growth. It starts with addressing weaknesses and implementing targeted improvements.
Adding Tools to Address Weaknesses
Salespeople who excel are 56% more likely to consistently use CRM systems. The key? Choose tools that sales teams actually want to use.
| Weakness Area | Recommended Tool Type | Implementation Focus |
|---|---|---|
| CRM Adoption | Sales-friendly CRM | Select platforms sales teams will use daily. |
| Process Execution | Sales Playbook Software | Align tools with existing workflows. |
| Performance Tracking | Analytics Dashboard | Link evaluation metrics to revenue data. |
Once you identify the gaps, integrate these tools into your sales process. This ensures smoother tracking and better results.
Linking Data to Sales Software
“It means that if your salespeople aren’t choosing to live in your CRM application, you chose the wrong freaking CRM application!”
For seamless integration, focus on these three areas:
- Data Quality Management
Ensure consistent data standards across platforms. Clean, accurate CRM data is vital for producing reliable insights from evaluation results. - Performance Tracking Integration
Tie evaluation metrics directly to your sales enablement tools. For instance, embed sales playbooks within platforms like Membrain to boost process adherence and tracking. - User Adoption Strategy
Provide tailored training to encourage full adoption. Right now, fewer than 40% of salespeople fully adopt CRM systems, and less than 10% use them consistently.
By connecting these dots, you create a unified data flow that supports smarter, faster decision-making.
Using Past Data to Plan Ahead
Once your tools are integrated, historical data becomes a goldmine for planning. For example, a 10% improvement in core sales competencies can lead to a 33% revenue boost. Use this data to validate training investments and refine your strategy.
| Competency Improvement | Potential Revenue Impact |
|---|---|
| 10% Increase | 33% Revenue Growth |
| 18% Increase | 59% Revenue Growth |
| Individual Skill Focus | Up to 51% Improvement |
“Math is a really important tool in creating value and in this case, math tells us we can expect a 59% increase in revenue.”
Here’s how to put this into action:
- Track how training impacts skills over time.
- Pinpoint which skills have the biggest impact on revenue.
- Use this data to forecast growth and adjust your resource allocation for maximum ROI.
Focus on the skills that directly drive revenue. Then, use your evaluation data to build predictive models. These models will show you exactly how specific training investments can impact your bottom line.
What’s the one skill your sales team could master to move the needle most?
Are your tools helping or holding your team back?
What would a 59% revenue increase mean for your business?
When you combine the right tools with the right data, you stop guessing – and start growing.
Conclusion: Making Sales Growth Last with OMG Evaluations
Shifting from hands-on management to decisions backed by data is the key to consistent revenue growth. OMG’s Sales Team Evaluations provide a structured approach that transforms reactive sales management into proactive planning. Here’s how it impacts your sales operation:
- Process Improvements: Streamline and refine workflows based on evaluation results.
- Team Growth: Focus skill-building efforts where they’ll have the most impact.
- Technology Alignment: Use evaluation data to match the right tools with your team’s needs.
These strategies work together to create a self-reinforcing system of improvement. The top-performing companies don’t just collect evaluation data – they embed it into their daily operations. By setting clear benchmarks and conducting regular assessments, they continuously refine their approach and deliver better outcomes.
If you want growth that doesn’t stall, you need a system. By fully leveraging evaluation insights, you can expand your sales team’s impact without sacrificing performance. When data drives your decisions, you can tackle weaknesses head-on and double down on what works.
Start building your evaluation foundation today and take control of your growth trajectory.
What’s stopping you from using data to make better decisions? How could regular evaluations transform your sales team’s performance? Are you ready to scale smarter, not harder?
The difference between stagnation and growth is simple: the right data, used the right way.
FAQs
How does OMG’s evaluation system help improve a sales team’s core skills and ‘Sales DNA’?
OMG’s evaluation system assesses a sales team using 21 sales-specific competencies to identify strengths and areas for improvement. These competencies are grouped into three critical areas: Tactical Selling, Sales DNA, and Will to Sell.
By analyzing these areas, the system uncovers the underlying factors that impact performance, such as mindset, behaviors, and skills. This insight helps businesses address weaknesses, enhance selling techniques, and build a stronger, more effective sales team aligned with revenue goals.
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.
We’ll work with you to customize and coach you to maximize the assessment.
How can OMG’s Sales Team Evaluations be integrated with existing CRM systems to boost sales performance?
To seamlessly integrate OMG’s Sales Team Evaluations with your CRM system and enhance sales performance, start by identifying key metrics and insights from the evaluation that align with your sales goals. Focus on areas such as lead qualification, deal progression, and team productivity.
Next, configure your CRM to capture and track these metrics. For example, you can create custom fields or dashboards to monitor evaluation-driven KPIs. Ensure your sales team is trained to use these insights effectively within the CRM to refine their approach and focus on high-priority opportunities.
Finally, regularly review and adjust your CRM workflows based on evaluation feedback to maintain alignment with evolving sales strategies. This iterative process helps ensure your team consistently performs at its best and drives measurable revenue growth.
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.
We’ll work with you to customize and coach you to maximize the assessment.
How can comparing my sales team to top performers help identify areas for improvement?
By comparing your sales team to top-performing teams, you can uncover specific strengths and weaknesses in critical areas like closing deals, engaging decision-makers, and qualifying leads. This benchmarking process highlights where your team excels and where focused training, coaching, or adjustments in hiring criteria could make the biggest impact.
Understanding these gaps allows you to take targeted action to improve skills, refine processes, and align your team’s performance with revenue goals. This approach ensures your sales team is better equipped to consistently drive growth.
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.
We’ll work with you to customize and coach you to maximize the assessment.
