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...
Sales organizations invest heavily in training, yet most see little sustained improvement. This research-backed analysis explains why sales training fails without competency diagnosis, and how alignment, leadership, coaching, and role fit determine whether training actually works....
New analysis of sales assessment data shows that the largest capability gaps between top sales teams and the rest are driven by Sales DNA, not motivation or tactical skill alone....
Professional Services firms are built on expertise, yet many struggle with margin pressure, long sales cycles, and stalled growth. OMG analysis of 3,460 sales evaluations reveals how gaps in core sales competencies quietly undermine selling effectiveness and what high-performing firms do differently....
