Being likeable can open doors—but needing to be liked can quietly close them. In this research brief, we explore how a strong Need for Approval limits sales performance, why top reps don’t shy away from tension, and how to coach your team to balance empathy...
Revenue shows who won last quarter, not why. This article outlines a practical sales scorecard built on leading indicators such as competency improvement, stage conversions, cycle time, pipeline quality, and coaching effectiveness. It also explains how a data-valid sales evaluation pinpoints strengths and gaps so...
Sales success isn’t just about what people know—it’s how they think and act. This article explains why modern assessments must measure skills, psychology, and behaviors to give hiring teams a full, predictive view of sales potential....
Many teams ask, “Did revenue go up?” to judge assessment quality. That misses the real signal. At OMG we measure in sequence: first lift in competencies, then field behaviors, then pipeline quality, and finally sales outcomes like win rate and ramp. Using matched cohorts, clear...
Many teams train on a sales methodology but struggle to apply it because competencies are missing. This article explains sales methodology vs competency, defines core behaviors and proficiency levels, and shows how building underlying skills turns frameworks into consistent execution and measurable results....
