Do You Know Why You're Good? | Sales Tips

My business mentor and good friend, Alan Weiss and I can agree on one thing. It doesn’t matter that you know your good, it matters that you know why you are good in the first place. Top sales people and sales managers don’t look at this closely enough. I believe that you only get better by building on your strengths and in order to be successful this year, you should understand what those strengths are.

One of the hardest things that we can do as sales leaders is become conscious of what the top sales performers do subconsciously. Many top sales people will say, "I don’t know, I just go out there and win the deal." Well, we need to become conscious of all of those steps that either we do along the way as top sales performers and managers.

So ask yourself, or your top sales reps these questions:

• What exactly did you do or did you say?
• What steps did you take?
• How many times did you call?
• What media did you use to reach out to those top performers?

Document what they do. Draw out the top sales trades they use in a coaching call.

If you’re a top performer and you’re looking to be better at what you do, take someone with you, have them take a look at what your sales process is, have them ask you those questions, document them and write them down.

Why does this matter? Because in order for you to get better, you have to create success on purpose.  In order to create success on purpose, you have to know what’s creating success in the first place. Once you know that, you can replicate it.

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