The Impact of Data in Today’s Business Landscape: Interview with Ben Tagoe

Art & Science of Complex Sales

Have you ever experienced the power of data, how it shapes decisions, and the impact it can have on performance? Our guest, Ben Tagoe, CEO of Objective Management Group (OMG), takes us on a journey where he weaves his experiences in finance, data analytics, and into his current role.

Utilizing Data to Improve Sales Performance (8:49)

Ben shares a story of how he used Objective Management Group's candidate assessment to make a difficult decision between two candidates he was fond of. The assessment revealed that one candidate had higher responsibility scores and that one piece of data made the decision easier. We also talk about the hundreds of questions in the assessment and the hundreds of data points generated for each evaluation.

Improving Sales Skills and Self-Awareness (20:09)

Ben has learned many lessons from his experience with the trainers and coaches at Objective Management Group. Research has been conducted on what it takes to be an elite sales manager and how managers can impact coachability. The importance of coaching frequency and how managers can maximize the time they spend coaching their team is also discussed.

The Future of Sales and OMG (25:48)

We discuss Ben's experiences taking over Objective Management Group and leading them through the changing sales landscape. Ben shares his approach of immersing himself in the culture of OMG instead of imposing his values and ethics. We discuss the company's vision for the next five years, in terms of data insights, the partner network, and the use of AI in assessing salespeople and their approach to pitches and questions.