What is the OMG Sales Assessment?

The Objective Management Group (OMG) Sales Assessment is a psychometric tool designed to evaluate a salesperson's mindset, skills, and potential for success. It’s widely used in sales coaching, recruitment, and development programs to provide a deep understanding of a salesperson's capabilities, challenges, and growth opportunities. The OMG Sales Assessment stands out for its focus on the internal beliefs and thought patterns that influence sales performance, beyond just technical sales skills.

Key areas addressed in the sales evaluation include:

• What are your current sales capabilities?
• How motivated are you, and how are you motivated?
• Can you be better at generating new business?
• Can you be better at reaching decision-makers?
• Can you optimise your sales cycle?
• Can you sell more consultatively?
• Can you more effectively position value?
• Can you more effectively close?
• Do you follow an effective sales process?
• Are you effectively qualifying opportunities?
• Can you more effectively manage existing clients?
• Can you more effectively grow key clients?

Here’s an overview of the core components and uses of the OMG Sales Assessment:

1. Sales DNA:

The assessment analyses key mental and emotional factors—such as self-limiting beliefs, fear of rejection, need for approval, and emotional control—that can impact a salesperson's ability to succeed. This "Sales DNA" component helps uncover whether a salesperson’s mindset supports or hinders their success.

2. Sales Competencies:

It assesses critical competencies across various stages of the sales process, such as prospecting, qualifying leads, consultative selling, closing, and account management. These competencies highlight both strengths and areas needing development.

3. Sales Will:

This part measures a salesperson’s drive and commitment, including their desire to succeed, motivation, work ethic, and ability to handle rejection.

4. Role Alignment:

The tool helps determine whether a candidate is suited for a particular sales role, whether they have the potential to be a top performer, and what type of coaching or development they may need.

5. Recruitment and Selection:

The OMG Sales Assessment is often used during recruitment to predict success in a sales role, offering hiring managers an objective view of a candidate’s potential and fit for the role.

Its predictive accuracy has made it popular among organisations looking to enhance their sales teams, helping sales leaders identify high performers and coaching opportunities. It also informs sales strategy design and provides actionable insights to improve individual and team performance.