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There Is Nothing More Deceptive Than An Obvious Fact

by Cheryl Powers

The Game is On

Facts, while indisputable, merely describe the state of something. They point to things which are real, which exist but which don't necessarily explain why or how they got that way. And which, if viewed from another vantage point, may even seem to prove something else entirely.

Sherlock Holmes knows this well. Holmes out-sleuthed the police detectives time after time. He was especially fond of showing Detective Lestrade, who always seemed confused by...

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Data Reveals the Second Biggest Obstacle to Closing More Sales

Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more.  There is data everywhere.  5 of my last 10 articles were based on data and I know that my regular readers love the articles that are based on data so I am writing about data again today.

Objective Management Group (OMG) recently expanded the Consultative Seller competency which...

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Data Reveals the Biggest Obstacle to Closing More Sales - Pt 2

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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New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople

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...

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Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling

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...

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Persistence Over Polish - What the Top 10% of All Salespeople Do Better

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...

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What Happens When You Force a Square Sales Peg into a Round Sales Hole?

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...

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How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling

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...

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Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness

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...

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The Official 2017 List of 21 Sales Core Competencies

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...

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