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...
Manufacturing sales teams stayed optimistic through a disruptive 2025, with OMG data showing a 75% average Outlook score. But only 56% are strong in Commitment, and just 48% in Responsibility. Resilience has two halves, and manufacturing is only winning one....
Personality and cognitive assessments are valuable tools, but they weren't built to diagnose sales performance. OMG's research shows why sales requires a lens across tactical skill, belief systems, and drive, and why a sales-specific assessment matters in addition to tools like DISC and Predictive Index....
Average Sales DNA scores across six industries sit within a tight three-point band. Proficiency rates tell a different story: just 23% of Finance & Insurance salespeople are proficient, versus 39% in Educational Services. That 16-point gap, five times wider than the spread in averages, reveals...
Objective Management Group assessment data shows the average Selling Value competency score has moved just two points in four years, from 56% to 58%, even as manufacturing buyers demand more rigorous proof of ROI. Here's what's driving the gap, and what closes it....
