Martech

SEPTEMBER 6, 2023

Hours of connected TV viewing increased 21% in May 2023 compared to May 2022, according to Comscore’s latest State of Streaming report. CTV and online video compete most directly with linear TV for ad dollars. The post CTV viewing hours rise 21% appeared first on MarTech. households now stream, up from 69% in 2022. Why we care.

Service 103

Service Process B2C 103

Understanding the Sales Force

AUGUST 28, 2023

An OMG Sales Assessment will show a salesperson’s selling gaps in all 21 Sales Core Competencies, but in this case, it might not fully explain why one weak salesperson is failing while other weak salespeople at the same company are succeeding. Think Apple. But nails on the chalkboard might.

Relationship building 62

Relationship building Sales Consult Up-sell 62

Understanding the Sales Force

APRIL 4, 2017

The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Over the years I've debunked a number of articles that cited nothing but junk science. Today those articles would qualify as fake news.

Up-sell 124

Up-sell Sell Sales 124

Understanding the Sales Force

AUGUST 5, 2021

At Objective Management Group (OMG), one of the 21 Sales Core Competencies we measure and report on also tends to confuse salespeople, is the cause of frequent pushback, but has thirty-five years of cumulative science to support the finding and our conclusions. Allow me to introduce you the competency called Supportive BuyCycle TM.

Closing 152

Closing Represent Prospecting Process 152

Understanding the Sales Force

APRIL 3, 2024

score of 25-50 on Coaching) The following Sales Core Competencies provide additional nuance on the degree to which a salesperson is coachable: Relationship Building – When sales managers and salespeople both have Relationship Building as a strength, they can protect each other’s feelings as they proceed through a coaching conversation.

Construction 52

Construction Relationship building Up-sell Follow-up 52

Understanding the Sales Force

NOVEMBER 10, 2023

Nobody wants their lack of knowledge, experience and competence exposed. References: 21 Sales Core Competencies 21 Sales Core Competencies by Sales Percentile, Industry, Company Image copyright 123RF The post What Companies Don’t Know About Sales appeared first on Kurlan & Associates, Inc.

Legal 85

Legal Sales Contract Outside Sales 85

Understanding the Sales Force

MAY 22, 2023

Today I dug through Objective Management Group (OMG) data and will share my insights below but first, let’s review the attributes measured within OMG’s Sales Process competency. Here is what I found: Only 35% of all salespeople have the core competency Sales Process as a strength (greater than 66). See all 21 here.

Quota 62

Quota Gaming Closing Process 62

Understanding the Sales Force

MARCH 13, 2024

In other words, are the bottom 50% where they are because of how they score in those competencies, or do they score in the bottom 50% in those competencies because of the what they believe and how they approach selling? So who are these salespeople that defend the status quo of option 1? But which came first, the chicken or the egg?

Territory 68

Territory Manufacturing Finance Consult 68

Understanding the Sales Force

MARCH 13, 2024

I took the average of the differences between the top 5% and the weakest 50% and determined that the top 5% are 7562% more effective than the bottom 50% in the competencies that impact winning RFPs. So who are the salespeople that defend the status quo of option 1? But which came first, the chicken or the egg?

Manufacturing 77

Manufacturing Territory Price Finance 77

Martech

MAY 16, 2024

Customers and their experience detract from our competing priorities’ Do you have “competing priorities?” What could possibly compete with the foundation or purpose of your business? The customer experience is static and unchanging’ Customer expectations, preferences and market dynamics are constantly evolving.

Customers 119

Customers B2C UX User Experience 119

Anthony Cole Training

NOVEMBER 12, 2018

In 2008, I posted two blogs covering 14 of the 21 core competencies identified by the Objective Management Group Sales Person Assessment. Between then and now, much has taken place that I've written about, and as I fly from Atlanta to Portland, Oregon, I have some time to write about the remaining 7 core competencies.

Sales 136

Sales 136

Understanding the Sales Force

OCTOBER 26, 2020

In January we celebrated our 30th Anniversary, in August we processed our 2 millionth sales assessment and in September we updated the industry standard 21 Sales Core Competencies. Objective Management Group (OMG) celebrated some milestones this year too. Milestones are important. How are they important to sales success?

Process 147

Process Sales 147

Understanding the Sales Force

DECEMBER 21, 2023

Three ingredients influence events like these: One of the six Sales Core Competencies in your Sales DNA is called Stays in the Moment. If you are wondering how the best salespeople fare in this competency, only 34% are negatively impacted. It could even spell the end of that opportunity.

Prospecting 68

Prospecting Strategize Meeting Sales 68

Understanding the Sales Force

JANUARY 16, 2020

Those results were unusual because many of the differentiators came from outside the 21 Sales Core Competencies. What does it look like when the differentiators come from within the 21 Sales Core Competencies? Take a look at this top/bottom analysis and you'll quickly see the difference!

Sales 111

Sales 111

Understanding the Sales Force

OCTOBER 5, 2023

In the screenshot below, you can see the attributes of the Qualification Competency where, in this particular sales team of 18 salespeople, there were some huge gaps. NOTE: The Qualification Competency is one of twenty-one Sales Core Competencies that OMG (Objective Management Group) Measures. OMG has assessed 2.4

Process 77

Process Angle Represent Consult 77

Understanding the Sales Force

SEPTEMBER 18, 2023

Reaching Decision Makers is one of the 21 Sales Core Competencies measured by OMG. See all 21 Sales Core Competencies. Even worse, only 10% of the bottom half of all salespeople have Reaching Decision Makers as a strength. Hurricanes are different from salespeople because Hurricanes have no fear.

Sell 77

Sell Manufacturing Contact B2B 77

Understanding the Sales Force

JANUARY 4, 2024

I thought it could be adapted for sales, combining most of the 21 Sales Core Competencies with goal setting. Earlier this week he shared baseball superstar Shohei Ohtani’s goal setting grid from when Ohtani was in high school and I was so impressed with his 9 Core goals and the eight tasks associated with each one.

Entertainment 68

Entertainment Sales Consult Sell 68

Understanding the Sales Force

JANUARY 9, 2020

Most of the time when we perform these analyses the differences are usually seen inside of the 21 Sales Core Competencies - the performers are strong in the necessary competencies and the failures are not. So let's dig into some data, shall we?

Sales 105

Sales 105

Understanding the Sales Force

OCTOBER 10, 2023

If we filter on the very best salespeople, that number drops to just 21%. The need to be liked is one of the 21 Sales Core Competencies that Objective Management Group (OMG) measures. Just accept that you’ll appear to be the same as everyone else who calls on your prospect/customer/client. OMG has assessed around 2.4

Electricity 77

Electricity Gaming Follow-up Up-sell 77

Understanding the Sales Force

JULY 17, 2023

There are 21 Sales Core Competencies are the tissue and they are akin to sales best practices. The ACL of salespeople is torn when we look at the gap between those top salespeople who have strengths in all 21 Sales Core Competencies and the least effective salespeople.

Sell 62

Sell CRM Closing Price 62

Understanding the Sales Force

APRIL 5, 2019

About a year ago, I wrote a very popular article called, Persistence Over Polish , where I discussed the competencies that the top 10% of all salespeople were better at than everyone else. That article discussed six sales competencies specific Sales DNA and the impact those six have on performance when they appear as weaknesses.

Sales 103

Sales 103

Understanding the Sales Force

APRIL 11, 2024

How they scored in all 21 Sales Core Competencies, are they coachable, do they have the incentive to change, can they can improve, by how much, what it will take, and how long it will take are important data points for making strategic decisions to significantly growing revenue. Let the data validate your suspicions and hunches.

Strategize 81

Strategize Pitch Start-ups Gaming 81

Understanding the Sales Force

JULY 22, 2020

He emailed me asking if I had seen a change in any of the scores of the 21 Sales Core Competencies since the Pandemic had hit. We became great friends and he became the second licensee of Objective Management Group (OMG) in 1990.

Drivers/motivators 100

Drivers/motivators Sales 100

Salesforce

AUGUST 2, 2021

in bigger numbers – more of them will also compete alongside male athletes in the same events. Team USA will compete in nine new mixed-gender events , doubling the total held at the Olympic Games Rio 2016. Olympians with the smallest feet compete in karate. Olympians, as of July 21, 2021. Nearly every U.S.

Sports 98

Sports Drivers/motivators Territory Gaming 98

Search Engine Land

FEBRUARY 25, 2023

Google expands mobile-friendliness as a ranking signal In 2015, Google announced it would expand its use of mobile-friendliness as a ranking signal, beginning April 21. Read all about it in Mobilegeddon Cometh: New Google “Mobile Friendly Update” To Reward Sites Beginning April 21. 26 announcement created.

E-commerce 114

E-commerce Launch Engineering Contract 114

Understanding the Sales Force

MAY 8, 2023

million salespeople, 68% of salespeople are strong in the Hunter Competency. Thankfully, OMG measures more than the Hunting competency as that is only one of the twenty-one Sales Core Competencies featured in OMG’s various evaluation tools. According to OMG’s data from the evaluations and assessments of more than 2.3

Objectives and Key Results 62

Objectives and Key Results Cold Call Sales Prospecting 62

Understanding the Sales Force

APRIL 4, 2024

Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers The Data: What Percentage of Salespeople are Really Coachable? Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests?

Objectives and Key Results 59

Objectives and Key Results Pipeline Sales Cold Call 59

Miller Heiman Group

OCTOBER 7, 2020

We explore the core competencies that are becoming more important in this new landscape, and how to find and develop talent that can boost organizational performance. The methodology surrounding sales hasn’t changed, but the application of skills and behaviors has to evolve to fit buyers’ expectations and sellers’ new needs. Register here.

Sales 104

Sales Closing 104

SaaStr

APRIL 6, 2021

A bona fide risk, especially since DoorDash now also competes. Top 10 customers are 21% of their revenues — but coming down. of its revenues in 2019, but only 21% today. #8. Billion valuation today. This has been key to the accelerated growth. #5. DoorDash is 19% of its revenue — up from 2.6% But it is coming down.

Contract 100

Contract Growth Service Price 100

Understanding the Sales Force

APRIL 12, 2017

While there have been a few changes to the 21 Sales Core Competencies , most of them have remained the same as well. Most of the average scores in those 21 Sales Core Competencies, as well as the percentage of salespeople with gaps in those Core Competencies, don't change much either.

Sell 76

Sell Drivers/motivators Sales Commission 76

Understanding the Sales Force

DECEMBER 16, 2019

We measure 21 Sales specific Core Competencies which you can learn more about. TEN: Salespeople must be fearless. Regular readers know that my company, Objective Management Group (OMG), has evaluated. 1,927,898 salespeople from. With the context firmly in place, we can discuss my predictions for 2020.

Pharmaceutical 88

Pharmaceutical Sales Drivers/motivators Technology 88

Martech

AUGUST 3, 2022

Consistent with that, 21% would be incentivized to work in the office by a pay increase (26% of the 25-34 demographic in Australia would be incentivized by free lunches. Hardly headline-worthy, but it is interesting to see people trying to balance competing incentives as the cost of living remains high.

Price 64

Price Customers B2C 64

Understanding the Sales Force

SEPTEMBER 18, 2018

I've written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens after salespeople have been evaluated.

Sales 78

Sales Closing 78

Understanding the Sales Force

MAY 30, 2018

Objective Management Group (OMG) measures and includes the 6 most powerful of those strands of Sales DNA in its 21 Sales Core Competencies. Sales DNA is the combination of strengths (or weaknesses) that support (or sabotage) the execution of sales process, sales strategy and sales tactics.

Sales 89

Sales Process 89

Understanding the Sales Force

MAY 7, 2018

Objective Management Group (OMG) recently expanded the Consultative Seller competency which represents 1 of the 21 Sales Core Competencies. There is data everywhere. 5 of my last 10 articles were based on data and I know that my regular readers love the articles that are based on data so I am writing about data again today.

Closing 76

Closing Consult Represent Sales 76

Understanding the Sales Force

JUNE 27, 2023

Based on how poorly most salespeople score on three of the twenty-one sales competencies, it’s clear that most salespeople are clueless about professional selling. See all 21 Sales Core Competencies here. ” Most simply don’t know how to sell!

Consult 62

Consult Sales Up-sell B2B 62

Search Engine Land

FEBRUARY 21, 2023

China Launches New Censored Search Engine To Compete With Baidu 2011: China Mobile and state-run news agency Xinhua launched Panguso, a search engine that let people search for news, web sites, images, videos and audio. Oscars Golden Touch: Searches On Yahoo Spiking 2011: “Black Swan” was the top searched nominated film.

Launch 89

Launch Engineering Retail UX 89