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:Watch