What Are the Benefits of Evaluating a Sales Team?

By leveraging the OMG Sales Assessment, organisations can take a deep, data-driven look at their sales team, leading to more informed decisions about coaching, development, and team structure that ultimately drive stronger performance.

Here’s why the OMG Sales Assessment is particularly powerful for evaluating your sales team:

1. Uncover the Sales Mindset and Beliefs That Drive Success

Unlike other assessments, OMG delves into the internal mindset and beliefs that impact sales success. It identifies limiting beliefs, such as a need for approval or fear of rejection, that can prevent salespeople from performing at their best. Understanding these psychological barriers helps sales leaders implement targeted coaching to shift these limiting beliefs and unlock a salesperson’s full potential.

2. Measure Sales DNA

The OMG assessment evaluates Sales DNA, which includes traits like emotional control, motivation, and resilience. These factors significantly influence how salespeople handle difficult situations like rejection or tough negotiations. Sales DNA insights provide a clearer picture of who has the natural capabilities to thrive in high-pressure sales environments and where development is needed.

3. Improve Predictive Accuracy for Sales Success

OMG’s data-driven approach has proven predictive accuracy, meaning it doesn’t just measure past performance but predicts future success. By evaluating factors like desire, commitment, and coachability, the assessment helps identify which salespeople have the highest potential for long-term success. This predictive element allows you to make informed decisions about which team members to invest in for future leadership or high-impact roles.

4. Provide Actionable, Customised Coaching Recommendations

After evaluating your sales team, the OMG assessment provides detailed and personalised coaching recommendations for each team member. Rather than generic feedback, it offers tailored strategies for overcoming specific weaknesses and capitalising on strengths. This ensures that your development plans are precisely aligned with each salesperson's needs, boosting overall effectiveness.

5. Identify Key Competency Gaps Across the Sales Process

OMG evaluates competencies across every stage of the sales process, including prospecting, consultative selling, qualifying leads, and closing deals. It not only highlights gaps in individual skills but also reveals whether the team as a whole is struggling in specific areas, enabling targeted team-wide training programs to improve overall performance.

6. Align Team Structure and Roles with Individual Strengths

The OMG assessment helps match individual salespeople to the roles that best suit their natural strengths. For instance, if someone excels in consultative selling but struggles with cold prospecting, you can adjust their responsibilities to focus on what they do best. This role alignment maximises team efficiency and drives better results across the board.

7. Increase Accountability Through Transparent Metrics

By providing clear, measurable insights into each salesperson’s performance and potential, the OMG assessment fosters accountability. Sales managers can track progress based on concrete data, making it easier to address underperformance and hold team members accountable for reaching their goals.

8. Drive Cultural Change Through Behavioural Insights

The OMG assessment helps to instil a sales culture focused on growth, learning, and accountability. By addressing behavioural aspects of sales performance, the assessment fosters a mindset shift within the team, encouraging individuals to embrace change and development rather than resisting it.

9. Improve Retention of High-Potential Salespeople

The detailed insights provided by OMG help managers create tailored development plans for high-potential team members, increasing their engagement and satisfaction. Salespeople who feel supported in their growth and development are more likely to stay with the organisation, reducing turnover and boosting retention of top talent.

10. Provide a Benchmark for Future Hires

Once you have assessed your current team using OMG, you can use this data as a benchmark for recruiting new salespeople. By understanding the attributes that correlate with success within your existing team, you can make better-informed hiring decisions, ensuring new recruits align with your desired sales DNA and competencies.