Our Evaluation Methodology
Sales success isn’t just about what someone knows
…it’s about how they think, act, and follow through.
At Objective Management Group (OMG), we go beyond the surface. Our evaluation methodology measures the full spectrum of what drives sales performance: tactical selling competencies, internal belief systems, and the mindset and motivation to succeed.
By combining these dimensions, we help companies understand not just who can sell—but why some succeed while others struggle.
A Comprehensive Look at Sales Readiness
Unlike personality tests or general assessments, OMG’s evaluation methodology is built for one purpose: to predict sales performance with precision.
And what truly sets us apart is how we measure it.
With over 35 years of sales-specific research, we’ve learned that it’s never just about hard skills or soft skills. Real sales results come from the intersection of tactical ability, belief systems, and inner drive. That’s why we assess all three—because developing a high-performing sales team requires more than training. It requires insight into the full picture.
OMG’s Core Competencies give you insight into the full picture.
We evaluate OMG’s Core Competencies by grouping them into three key Competency Groups:
Tactical Selling Competencies
These are the hard skills and techniques salespeople apply in the field—skills that can be trained, refined, and coached. We assess 10+ tactical competencies, including:
Hunting
Reaching Decision-Makers
Qualifying
Consultative Selling
Closing
Selling Value
By understanding which skills are strong and which need development, sales leaders can tailor training for impact.
Sales DNA Competencies
Sales DNA reflects the internal belief systems and behavioural tendencies that influence whether reps use their skills consistently under pressure.
These competencies are deeply ingrained and harder to change—but essential to sales success. They include
Comfortable Discussing Money
Doesn’t Need Approval
Stays in the Moment
Supportive Beliefs
Supportive Buy Cycle
Handles Rejection
When these areas are weak, even highly skilled reps may fail to execute.
Will to Sell Competencies
Will to Sell measures a salesperson’s mindset, drive, and desire to succeed. These traits are what separate average performers from top producers.
We assess
Hunting
Commitment
Responsibility
Outlook
Motivation
Without a strong Will to Sell, even the most experienced salesperson will struggle to reach their potential.
Sales Is Both Art and Science. Our Methodology Measures Both
Sales success doesn’t come from talent alone. It comes from aligning the right skills, mindset, and behaviours with the demands of your sales environment.
OMG’s evaluation methodology is trusted by companies around the world to:
Hire candidates who are actually fit for sales
Coach reps with data, not assumptions
Develop teams with a clear performance roadmap
Identify hidden barriers to success across individuals and teams
Sales Candidate
Assessment
Assessment.
Start Making Better Sales Decisions—Today.
Whether you’re scaling your team, turning around performance, or making your next key hire, OMG gives you the data you need to build a high-performing sales forc