Humans have been waiting for thousands of years to discover the secrets of life.  Why are we here?  Why do bad things happen?  What happens after we die?  Is Heaven real?  What is God's plan for us?

While many experts have attempted to answer all of these questions, most of us lack proof. There's no data.  If we wake up tomorrow morning and suddenly there are not only answers to these questions, but science-based proof, that would be a game-changer for us.

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I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less.  Theoretically, the veteran salespeople should be better and stronger in every way.  But are they?  Let's take a look and then let's discuss exactly what we are seeing and why.

The first dashboard shows the average scores for all salespeople who have been at their...

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media.  I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales.

I have data that shows that the very people who don't score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling...

The best athletes in the world know exactly how they do the things they do that make them so great.  In addition to their God-given talent, they outworked everyone else to master the mechanics and nuances of their sport, the mindset required for greatness, and competed at a high level from a very young age.  When they falter they can easily make the adjustments necessary to get back on track.

Interestingly, most top salespeople don't know what it is that they do that makes them so...

Can you imagine attaching a snow plow to a Lamborghini and hiring yourself out to clear parking lots?  Back in April I wrote about our new puppy.  Now he's 1-year old and has grown to 60 pounds, but could you imagine putting a saddle on him and selling rides on the beach?  Could you imagine if the US arsenal of nuclear weapons consisted of putting 1,000's of firecrackers into a plastic cylinder and then saying to North Korea, "try us!"

These are all examples of trying to...

Over the years I've debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today those articles would qualify as fake news.  My rebuttals to those articles, many of which can be found here, are always based on science.

Speaking of the difference between fake...

What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma?  How about when you saw the total eclipse?  Or the Cajun Army rescuing thousands in Houston?  Now, I don't want to equate my news with the enormity of Hurricane Harvey or Hurricane Irma, but when I first saw the data, my reaction was exactly the same.  I said, "Wow - didn't see that coming."

This summer, Objective Management Group (OMG) added and began testing for...

These days, changes happen faster than ever and the same can be said about professional selling.  Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly.

Back in 2014, I introduced what was then the most current version of Objective Management Group's 21 Sales Core Competencies.  But just 3 years later, we have again found it important to...

It didn't take very long for this to happen.  When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool.  Last week, John Cousineau, creator of Amacus, got me on a video conference and shared what he came up with.  Hint:  Another way to differentiate top performers.

He...

Yesterday, the Sales & Marketing Analytics Blog ran this article on the 8 Things That the Top 1% of Sales Reps Do Differently.  Cara, the author of the article, wrote that she extracted these 8 things from a discussion on Quora, a discussion where sales leaders contributed their opinions on what they believe the top 1% of all sales reps do differently.  While the disclaimer was in the first paragraph, it is very clear to me that...