How OMG Assessments Are Different

How OMG Assessments Are Different 

Sales Specific

Objective Management Group invented and pioneered the space. Before OMG came along, nobody ever talked about evaluating a sales force

Our accuracy is legendary, yet we are never content with our world-class, industry-leading sales force assessments. 

Our sales force evaluations go so broad and deep that we can answer any question that you can imagine about the performance - past, present or future - of a sales force. Our sales candidate assessments are so predictive that the statistics are nearly unbelievable: 

  • When clients hire candidates that we do not recommend (silly clients), 75% of those salespeople fail inside of six months.
  • When clients hire candidates that we do recommend (smart clients), 92% of those salespeople rise to the top half of their sales force within the first 12 months.
  • Our assessments are not based on somebody else's personality or behavioral styles instrument, and they are not modified to make them appear sales specific.
  • We built ours from the ground up - purposely for sales - and we continue to expand, evolve and refine it today - 20 years later.
  • It is a work in progress, and that is one of the reasons that it is so good. We are always working to make it even better. It was not designed using antiquated test publishing guidelines, and it was not intended for use in schools or the military.
  • OMG's assessments were designed by a very successful sales expert who was also an excellent sales diagnostician and researcher.
  • Our founder and CEO, Dave Kurlan, is renowned for his ground-breaking work in the area of evaluating salespeople and sales organizations and has written several books and white papers on the subject. 

Role Specific

Even though selling is selling, all sales positions are not created equal. Even an outside sales are hunting role changes from one company to the next, depending on the market, channel and need. 

We do not believe one size fits all. We have assessments that were designed from the ground up for

  • Salespeople
  • Sales Management, 
  • Sales Leadership

For sales roles, we make adjustments for inside or outside sales, account management, national accounts, major accounts, hunting roles, farming roles and telesales.

Wider and Deeper 

OMG strives for excellence, by venturing wider and deeper than other assessment companies. We can be aggressive for two reasons:

  1. Sales Specific– Since we built our assessments for sales, we have the sales specific data points on 1,000,000 that other assessment companies do not
  2. Accuracy– Our predictive accuracy is legendary. 

For the past 25 years, we have worked relentlessly to make our sales candidate assessments even more customizable and predictive. Our Perfect Fit settings will recommend candidates who are as good as or better than 90% of a company’s top producers. 

Our Sales Force Evaluations answer 19 difficult to answer business questions that help you make decisions around Role Alignment, Sales Strategy, Execution, Sales Training, Development and Coaching, Sales Management, Sales Leadership, and Salesman Selection.

Underlying Science

Everything we do at Objective Management Group is based on science and data. We have assessed more than 1,000,000 salespeople, and our data tells quite a story: 

  • There is an elite 6%, another 20% who are good, and 74% who are weak and ineffective.
  • 18% of all sales managers should not be in sales management.
  • 34% of sales managers are not
  • Only 7% of all sales managers are effective at sales coaching.
  • When companies hire sales candidates that we do not recommend, 75% of those salespeople fail inside of 6 months.
  • When companies hire sales candidates we do recommend, 92% end up in the top half of their sales force within 12 months. 

We never stop researching, never stop looking at the data and never stop adding features, findings, and enhancements.  

As a result, you can be sure that you are using the most relevant, customized, accurate and predictive, sales specific assessment on the planet. Whether we are evaluating your sales force or assessing your sales candidates, you can be confident that you made an excellent decision to use OMG