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....
Sales performance affects every department. When organizations invest in objective sales evaluation, training, and coaching, the impact extends beyond revenue into culture, collaboration, employee satisfaction, and long-term performance....
SPIN Selling is powerful—but only when sellers have the underlying competencies to execute it. This article breaks down how OMG’s 21 Core Sales Competencies strengthen each SPIN stage and transform questioning from superficial to strategic....
