Most leaders focus on sales skills when performance stalls, but the real barrier is often deeper. Will to Sell, a core OMG competency group, predicts whether sellers will consistently put in the effort, accountability, and resilience required for success. It is also the hardest area...
Sales assessments are powerful predictors of sales readiness—but they aren’t performance guarantees. This article explores how to interpret results correctly, apply them in context, and turn data into defensible action plans that improve sales outcomes without over-promising results....
The Challenger Sale gives your team a playbook. OMG’s 21 Core Sales Competencies ensure they can actually run the plays. Discover how Tactical Competencies, Sales DNA, and Will to Sell transform the Challenger framework from theory into measurable execution....
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...
