About the Client
A Sales Assessment Case Study in Facilities & Field Services
This sales assessment case study examines how a regional SMB in the facilities and field services industry used OMG's tools to transform its growth model. With multiple service divisions and a growing sales team, the company needed to move beyond organic growth and build a formal sales organization capable of sustaining and scaling revenue.
Primary Challenge
Building a Formal Sales Organization from the Ground Up
After decades of organic growth, the company needed to build a formal sales organization capable of sustaining and scaling revenue. Without a structured hiring process or clear evaluation criteria for sales talent, leadership was relying on intuition — and getting inconsistent results.
Solution Used
A Data-Driven Hiring Framework Powered by OMG
The leadership team implemented OMG Sales Candidate Assessments to create a data-driven hiring framework and worked with an OMG Certified Partner for leadership coaching and goal-setting. The process brought clarity, accountability, and focus to hiring and sales strategy.
Implementation
Assessing Talent, Coaching Leaders, and Structuring the Process
The client worked with OMG Partner, Neal Glatt Sales & Strategy, to assess current salespeople, coach leadership, and establish a structured hiring and onboarding process informed by OMG's 21 Core Sales Competencies. This brought a repeatable system to what had previously been a largely ad-hoc process.
Key Results
What This Sales Assessment Case Study Achieved
RTD built its first professional sales team, achieved record revenue growth, and surpassed $1M in new division sales. The company continues to use OMG as a core part of its hiring and development system.
Lessons Learned & Best Practices
Transformation Begins with Structure
OMG's assessment tools and partner coaching turn sales hiring from intuition into strategy, building scalable, high-performing teams. Companies transitioning from founder-led or marketing-led growth benefit most when they pair diagnostic rigor with consistent coaching accountability.
"The OMG assessment provided a much-needed system for finding salespeople. Hiring without it was nearly impossible."— VP of Sales, SMB in Facilities Services
See What OMG Can Uncover for Your Team
Learn more about how the OMG Sales Candidate Assessment and Sales Effectiveness & Improvement Analysis can uncover the hidden factors impacting your team's performance.
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