omg

  • 62% Less Turnover and 80% Higher Quota Attainment When You Hire Salespeople the Right Way

    • February 3, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you have a sales cycle of several months or more, subsidize your salespeople until they are self-sufficient, and in early 2022 it takes 3 months to find a suitable candidate, you are screwed before you start!  Once you finally identify a decent candidate, you have hours, not days or weeks, to make a decision and pull the trigger and what’s the worst that can happen?  Six months or more pass before you realize that salesperson won’t make it and you not only wasted a half year’s salary, you lost six months, have an empty territory or vertical, and have to start over from the beginning!

    It doesn’t have to be that way and here’s why.

    read more

  • 10 Prospect Rules That Salespeople Must Learn to Break

    • January 24, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Like I said, this is not a COVID article because if it was, I could write a book about the data, science, policies and hypocrisies.  However, there is a sales equivalent to the stupid restaurant masking requirement and that is what we will discuss in today’s article.

    Have you or your salespeople ever been told by a prospect that they can’t:

    read more

  • Salesenomics – Many Sales Organizations Are Stuck in the 1980’s

    • November 22, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When was the last time you saw a black and white television or even a console color TV?

    How about an electric typewriter?

    Or a car that didn’t have anti-lock brakes?

    You would have to return to the 1980’s to see those things and when it comes to their operations, some sales organizations are still in the 1980’s.

    For example, check out these statistics from OMG’s evaluations of 30,000 sales teams and more than two million salespeople.

    read more

  • Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

    • December 1, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Almost nine years in the making, this article compares OMG with Caliper and I did update it so that the information on both assessments is current.

    I compared two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper.  Not being one to pass up opportunities like this, I conducted another comparison where OMG recommended this person for the role and Caliper did not. 

    read more

  • Top 10 Reasons Not to Test Your Sales Candidates

    • October 5, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Testing is not only normal, it’s expected.

    So why in the world is it so difficult to get Sales Leaders and HR professionals to test sales candidates?

    We hear everything, including this week’s top 10 reasons for not assessing:

    read more

  • 15 Lessons Learned from Converting a Multi-Day Conference to a Virtual Online Event

    • April 6, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What a month it’s been!  Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home.  Green screens, virtual backgrounds, video calls and meetings, team chats, video team huddles, a blur between days, working hours and relaxing hours, and more.  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.

    read more

  • The Science Behind One Company’s Top Sales Performers and Why They’re So Much Better

    • January 16, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives.

    In today’s article, I’ll share a hot/cold comparison of my own, but this one is about sales candidates.  Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded, used the results of a top/bottom analysis to identify the reasons why.  

    Those results were unusual because many of  the differentiators came from outside the 21 Sales Core Competencies.  What does it look like when the differentiators come from within the 21 Sales Core Competencies?  Take a look at this top/bottom analysis and you’ll quickly see the difference!

    read more

  • The Deal Breaker That Prevents you From Hiring a Great Salesperson

    • January 13, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the questions we are often asked by HR Directors is, “Can people game the OMG assessment?”  Of course they can try, but we have a very effective algorithm that smokes out those who attempt 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.

    There is a very small percentage of salespeople who attempt an all out cheat.  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.  But what happens if a good salesperson attempts to game the system?  What would that look like?

    read more

  • Sales Process and Why So Many Salespeople Lose Their Way

    • October 17, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm.  It was so bad I couldn’t see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic.  It was almost as scary as the plane’s rocky decent from 30,000 feet in gale-force winds last night or driving in a blizzard! 

    The inability to see where I was and where I was going is what most salespeople experience when they sell.  Most salespeople don’t have a formal, structured, milestone-centric sales process to follow so they can’t possibly know where they are, and where they need to go.  

    Consider the following alarming statistics from Objective Management Group’s evaluations and assessments of 1,908,143 salespeople with regard to sales process:

    read more

  • Using the Most Powerful Sales Tool to Get What You Want

    • September 16, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Leverage is the most powerful tool in your sales tool box because with leverage comes urgency and after you have urgency your prospect will qualify so easily you won’t believe it.  They’ll ask, “What do you need from me?”

    read more