Sales & Leadership Performance

We follow a proven 9 Step Process to grow sales that works with small sales teams to larger corporates with our largest global partners having over 3500 salespeople around the world.
We are the only Sales Development provider in the world that offers a guaranteed result with our 3XROI Guarantee and prepared to put our money where our mouth is.

STEP 1- Sales Effectiveness and Improvement Analysis
Sales transformation begins with a deep Sales Analysis using the award-winning OMG Sales Evaluation Tool to identify growth opportunities for employees, managers, and the business. We call this the Sales Effectiveness and Improvement Analysis (or SEIA for short).
Benchmarking the team against globally recognised core sales and sales management competencies is essential for identifying gaps, uncovering areas for improvement, and unlocking opportunities for sales growth.

To build a team capable of meeting your sales growth targets, it’s crucial to start with an objective evaluation of your existing team’s strengths, competencies, and sales management. This will help you determine the coaching and accountability needed to achieve your goals.

1. Evaluation of Sales Teams and Management - Using the award-winning OMG sales evaluation tool, we conduct a thorough assessment of your sales team and sales management practices. We evaluate all revenue generators by examining 20+ core competencies across their sales mindset, tactical sales skills, and sales DNA — what we call hidden weaknesses.
Each salesperson receives a comprehensive Sales Insights report detailing their specific development areas, providing them with clear insights for personal growth;and Sales Managers receive Coaching Reports on each salesperson, offering a structured framework to develop each team member, enabling them to reach their peak performance.

2. Sales Systems and Processes Review - We conduct an online review/survey based on global best practices to evaluate the following aspects of your business:
• Business Plan, focusing on sales growth
• Territory Management Plan (if applicable)
• Sales Pipeline, including the quality and quantity of key opportunities
• Sales Budgeting Process
• Sales Management time allocation and key activities
• KPIs, including which of the 20 relevant KPIs you measure and their frequency
• Sales Meetings, including frequency and format
• Sales Compensation
• Training Plan
• Sales Support for the team
• Sales Talent Acquisition (recruiting A-Players) and onboarding
• CRM and its ability to drive sales success
If needed, we conduct a deeper dive with Sales Managers a week after receiving the Sales Insight results from OMG's USA office.
Building a winning sales team starts with objectively evaluating your current team’s strengths and competencies.

3. Executive Debrief - After evaluating all salespeople, Sales Managers, processes, and pipeline, we then prepare an Executive Debrief presentation outlining strengths, gaps, and recommended improvements. We allocate up to 3 hours to debrief you and your Executive team on the findings and to collaboratively develop an action plan for addressing these areas through the coaching program and workshops. Debrief is delivered online unless otherwise requested. Additional travel expenses will apply for face-to-face delivery of the findings.

4. Sales Insights Accelerator
• Personalised websites for each evaluated employee and sales manager
• Online access to their Sales Insights Report and Manager Coaching Reports
• An online Personal Action Plan tool for goal-setting and tracking progress
• Access to the Sales Insights Academy, providing employees and managers with training to interpret Sales Insights reports and develop tailored OMG Personal Action Plans for every team member

SALES ANALYZER
The Sales Analyzer is designed to quickly identify and highlight key trends across your entire sales and management teams. Its user-friendly format (excel worksheet) offers a comprehensive overview, making it simple for both our coaches and your managers to pinpoint areas of improvement.

With a focus on the most critical gaps, the Sales Analyzer brings everything into one clear and concise page. This streamlined approach not only saves time but also ensures that everyone involved has a clear understanding of where attention is needed to drive better performance and results.

STEPS 02 & 03 - STRATEGIC FOUNDATION WORKSHOP
After completing a deep sales analysis, we focus on building a customised sales plan and process for your business. This begins with a 2-day Strategic Foundation Workshop (SFW) for employees and managers. It's crucial for employees to be involved because those that build the plan, don't fight the plan!

By the end of the workshop, we will:
• Establish an effective sales process and best practices
• Develop a strategic sales plan with team buy-in
• Define sales objectives and actionable steps
• Identify key targets and decision-makers for Share of Wallet growth
• Craft clear strategic messaging for managers and sales teams
• Outline KPIs, including behavioural metrics
• Create a reliable forecasting model
• Create a 90-day action plan for success
A key outcome of the Strategic Foundation Workshop is to tailor a learning pathway that meets your specific needs.
While our Consultative Selling program forms the core of our development, we may incorporate advanced modules like Account Management to maximise value in the first year.
The learning pathway may span 2-3 years for mastery, with coaching topics finalised during your Executive Debrief based on identified gaps.

STEP 04 - ROLE CLARITY
Step 4 in our Sales Transformation process focuses on Systems and KPIs, ensuring that every team member has clarity on their role and is working towards a personal sales plan aligned with the company's objectives.

Role clarity is important because it eliminates confusion, aligns team efforts, enhances productivity, and ensures accountability, leading to better overall sales performance and goal achievement.
You'll start with a hands-on Role Clarity Workshop with your Coach, designed for managers and employees. This workshop fine-tunes essential sales activities, helping each salesperson and manager understand their responsibilities and how their actions contribute to the bigger picture. This will be followed by identifying gaps in current sales and managerial activities, uncovering actionable insights for improvement, and discovering strategies to maximize Return on Time (ROT).

The entire process culminates in creating personalised Sales Plans that align daily, weekly, and monthly actions with your sales targets, driving consistent success across the team.

We help you create a comprehensive Role Clarity framework tailored for your salespeople, sales manager positions, and one additional sales role of your choice—up to three roles included in the quoted investment.

Here’s an example for a Business Development Manager:

Lead Generation
• Determine whether lead generation is required or if the business handles it
• If the BDM is responsible, outline the methods and allocate the amount of time to spend on it each week
Net New Business
• Define required activity levels, including the number of calls, face-to-face visits, quotes/proposals, demos/trials, and closed deals needed weekly or monthly
• Establish expected conversion rates and typical activity timelines
Account Management
• Clarify whether the BDM will manage existing accounts
• If not, specify how long the BDM should maintain new business or accounts after acquisition
Admin/Other Tasks
• Identify additional responsibilities or contributions the role needs to support within the business

STEPS 04 & 05 - SALES LEADERSHIP COACHING
To empower Sales Managers and Leaders to execute the plan effectively, we provide an intensive, tailored coaching program designed to address their specific needs and challenges.

For Sales Leaders (or those overseeing Sales Managers), we offer personalised one-on-one Executive Coaching with an experienced sales coach. Sales Managers (who directly oversee sales teams) benefit from either one-on-one or group coaching, customised to help them effectively coach their teams, inspire motivation, and ensure accountability in executing the sales strategy with precision.

The coaching for Sales Leadership and Management is tailored to each individual’s OMG Sales Insights results, providing data-driven insights into strengths and development areas. It also incorporates their current challenges, ensuring the coaching is highly relevant and impactful. Additionally, the program leverages insights from previous strategic workshops and business discussions to align with your company’s unique goals and dynamics.

This program includes regular progress reviews, strategic planning sessions to align objectives, and actionable insights to drive sustained growth and performance excellence.

STEP 06 - STAR RECRUITMENT (Optional)
We understand that having the right sales team is one of the most critical factors in achieving sales growth and success.
However, lacking the expertise or tools to identify top-tier sales talent can lead to hiring the wrong person, which may have serious consequences for your business.
Recruiting salespeople requires a unique approach compared to hiring for other roles. That’s why our proven STAR Recruitment process is specifically designed to streamline your sales hiring process and minimise costly hiring mistakes!