Objective Management Group's assessment data reveals a significant gap between Desire and Commitment among today's salespeople. While 85% demonstrate strong Desire, only 55% demonstrate strong Commitment. Understanding the difference between Desire, Responsibility, and Commitment helps explain why some salespeople consistently improve and perform while others...
EXCERPT Presentation skills remain one of the strongest tactical selling competencies in OMG’s data, but the demands surrounding them have changed significantly. Explore how virtual selling, SaaS demos, AI, and multi-stakeholder buying environments are reshaping what effective sales presentations look like in modern B2B sales....
Executive leadership has a measurable impact on sales performance. Explore how leadership visibility, accountability, communication, and organizational alignment influence seller confidence, sales execution, and long-term revenue outcomes across the organization....
More tools should mean better outcomes. That is the assumption. In reality, many sales teams are operating with increasingly complex tech stacks while core selling capabilities remain unchanged. Disconnected systems, low adoption, and poor data quality are common issues that limit impact. The result is...
Salespeople still want to win. That has not changed. But wanting it and doing what it takes are no longer moving together. The data points to a deeper issue. Motivation is declining, commitment is inconsistent, and the hard parts of selling are more likely to...
