Ep.181: Alex (@aebridgeman) is joined by Ben Tagoe (@btagoe).

My guest today is Ben Tagoe, CEO of Objective Management Group who through a partner network provides sales assessments to sales teams and individual salespeople. Founded over 30 years ago, they have assessed millions of salespeople and 10s of thousands of companies across hundreds of industries. They are a fascinating business that I’m excited to talk about today.

Ben and I talk about the various ways they evaluate and coach sales teams, the power of active listening and tools to improve, trends he’s noticed at the best-performing sales teams, operating a company with a small headcount relative to its impact, and his past role as Chief of Staff at OnDeck and the various flavors of the Chief of Staff role he’s observed. Enjoy!

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Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Objective Management Group

Ben on LinkedIn

Timestamps:

(00:04:03) The history of OMG and their business model

(00:06:10) The different product categories offered at OMG

(00:08:46) What are the methods for evaluating a salesperson or sales team?

(00:16:20) Improving active listening

(00:19:58) To-do lists

(00:21:19) The practice of changing belief systems

(00:24:40) Common themes across OMG’s case studies

(00:27:56) Skills that correlate with effective Sales Management

(00:32:31) The pros and cons of OMG’s small team size

(00:36:36) The importance and function of the Chief of Staff role

(00:48:11) What’s a strongly held belief you’ve changed your mind on?

(00:50:04) What’s the best business you’ve ever seen?