Selling value beyond price remains a challenge for many sales teams. New research from Objective Management Group examines proficiency levels in the Selling Value competency and explores how improvements in value conversations and financial discussions relate to revenue performance....
Objective Management Group’s 2025 sales evaluation data shows that relationship building is a common competency among salespeople, but overall proficiency remains moderate. External research suggests that trust and meaningful engagement with buyers can influence how smoothly opportunities progress through the sales process....
Sales leaders assume coaching, accountability, and motivation automatically improve performance. Objective Management Group’s analysis suggests the relationship is more complex. New data reveals where leadership intent and tactical execution diverge—and why diagnostic precision matters more than activity alone....
Many sales organizations report strong pipelines yet continue to miss revenue targets. OMG sales competency data reveals a consistent relationship between Qualifying and Closing performance, showing that opportunity volume alone does not ensure deal conversion. When qualification depth is weak, closing effectiveness declines as well....
OMG sales competency data shows that fewer salespeople are proficient at hunting for new business than just a few years ago. As markets become more saturated and buyers harder to reach, traditional hunting motions are producing diminishing returns. This article explores what the data reveals...
