SaaS discounting is usually blamed on salespeople who get uncomfortable when price comes up. OMG data on salespeople in software and publishing points somewhere else: 68% are strong at discussing money. The weaknesses appear earlier in the sale, where only 14% have a buy cycle...
Most organizations already use an assessment HR has vetted and approved. OMG assessment data shows only 27% of salespeople have strong Sales DNA, the belief layer that explains why a salesperson avoids certain behaviors even after training. Here is why sales needs its own lens,...
OMG assessment data shows only 11% of salespeople are strong in Consultative Selling and 16% hold supportive beliefs about selling, while 56% are strong in Relationship Building. Most sales teams are full of salespeople buyers like but do not rely on. Here's what separates trusted...
Sales is the only role most companies hire for using the same instinct-driven process as every other job. OMG data, drawn from over 80,000 salespeople evaluated annually, points to four factors that actually explain who succeeds, and why standard interviews consistently miss them....
Sales performance isn't a single trait; it's a combination of distinct capabilities. OMG's 2026 criterion validity study, run across more than 3,000 salespeople, found that all three of its competency groups, Sales DNA, Will to Sell, and Tactical Skills, have a statistically significant link to...
