Sales Effectiveness

White Papers

The 21 Competencies that Predict Sales Performance

This White Paper examines what separates top-performing salespeople from the rest.

It provides insights, commentary and conclusions reached from analysis of over 2.4 million salespeople.  Download White Paper

 

The Modern Science behind Sales Force Excellence

This White Paper has it all. Research, empirical data, evidence, and the insights into how accurately you can predict sales success in sales candidates in any business calling into any marketplace. This is not based on personality assessments or behavioral styles assessments. Rather it is truly contextual – based on sales specific questions asked to hundreds of thousands of salespeople. Download White Paper

 

Resilience: The Critical Sales Skill for 2025

Resilience is the #1 sales skill for 2025—and top performers are twice as likely to have it.

Discover how Objective Management Group’s data-driven assessments help identify, measure, and develop resilience so your sales team stays focused, recovers quickly, and drives results even in uncertain times.

Download the White Paper to future-proof your sales force.

 

The Challenger Style and its Impact on Sales Selection

This White Paper responds to the HBR article which introduced a new selling style called the Challenger.  Download White Paper

 

Sales Longevity – The Science of Predicting Sales Turnover

This White Paper has Dave Kurlan’s latest research, empirical data, and insights into how you can accurately predict and prevent sales turnover before you hire a new salesperson. This White Paper provides formulas to help you calculate your Ramp-Up Time, Months to Break-Even, and Months to New Salesperson ROI. It also reveals the variables that affect Turnover, and demonstrates the ability to predict the likelihood of retaining the new salesperson long enough to achieve Break-Even and New Salesperson ROI.  Download White Paper

 

The Trust Project – When and Why Salespeople Aren’t Trusted

This White Paper has Dave Kurlan’s latest research, empirical data, and insights into which salespeople are most vulnerable when it comes to not being trusted, the industries they are in, why, the implications of the data, and what must be done in order to combat the widespread lack of trust. Download White Paper

Cleaning Industry Trends White Paper 2024

This report examines the trends are disrupting the cleaning industry.

The report provides insight into the market forces that have altered and will continue to redefine the competitive landscape for years.  Conclusions, survival strategies, and actionable recommendations are included.  Download White Paper