Sales competency trends

In comparing 2017 and 2025 data from Objective Management Group’s sales assessments, top salespeople have shown notable shifts in their competencies. While strengths like Outlook, Responsibility, and Consultative Selling have grown stronger among the top 10%, weaknesses in areas like Hunting, Reaching Decision Makers, and Closing have emerged, influenced by factors like COVID-19 and economic challenges. Despite these changes, the gap between the top 10% and bottom 10% of salespeople remains massive—619%—highlighting a persistent divide in sales performance.