Objective Management Group’s SmartSizing™ Tool is the go to tool for these uncertain times. If you need to right-size your sales organization and want to consider more than revenue generation and overhead into the equation as to who to retain and in which roles, OMG’s SmartSizing™ Tool will help you decide!

Using sales science and validated predictive findings, OMG’s SmartSizing™ Tool will recommend who to retain based on the results of our Viability Analysis which takes into consideration the following factors:

• Viability Analysis - Which salespeople are not likely part of our short-term future?
• Savings and Opportunity Analysis - How much will we save, and how much increased potential does our sales force have?
• Role Analysis - What is the ideal role for each salesperson? What is the suitability for the role that they are in, and are they better suited for a different role?
• Pipeline Analysis - How realistic is the pipeline for all salespeople and how viable is the pipeline of the candidates for redeployment?
• Critical Selling Skills - What are the critical selling skills required for selling in this economy and whether our people have them?
• Working Remotely - Which of our people have the ability to work from home, because not everybody can work in that type of a remote location?
• Savings and Opportunity Gained - How much more profitable could the company become should we choose to release the true non-performers?

We are going to be faced with a sales world much more difficult than it was in 2009. Most companies will not have any money to spend, and if they do have it, they won’t want to spend it, and if they spend it, they will want to buy what they need for next to nothing. Not all salespeople have the ability to push back against those strategies.

Most salespeople have been cruising along for the last 2 to 3 years taking orders. They never learned how to overcome tremendous resistance, and they never had to overcome tremendous competition.

Consultative selling skills (only 15% of salespeople have this competency) and the ability to sell value (only 43% of salespeople have this competency) will be required to succeed at selling in this economy and beyond. When you combine those findings, less than 7% of salespeople today have the ability to succeed in the upcoming sales environment, if you believe the data from evaluating almost two million salespeople. Whether or not they have these critical selling skills will make them viable to be part of your team moving forward.