Today we’ll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don’t mind, please read my 3 paragraphs of context.
In 1990, I founded Objective Management Group (OMG), and now, thirty years later, we are on the verge of evaluating our two millionth salesperson. When my leadership team planned for 2020, we predicted that we would reach the two million mark sometime in June. But then the pandemic hit, companies weren’t assessing many sales candidates for most of March, April and May, so our celebration will likely be delayed until early August.
Whether we measure our success in units, currency, rows of data, experiences, visibility, or reams of paper used (pre pandemic), achieving two million sales assessments is quite an accomplishment. On the other hand, if we