How do you discover your sales strengths and weaknesses? This is a crucial question for any salesperson who wants to improve their performance and achieve their goals. In this article, you will learn some practical tips and tools to help you identify and leverage your sales strengths and address your sales weaknesses.
The first step to discover your sales strengths and weaknesses is to assess your skills objectively. You can use various methods to measure your sales competencies, such as self-evaluation, feedback from managers, peers, and customers, or online tests and quizzes. The key is to be honest and open-minded about your strengths and weaknesses, and to seek constructive criticism and advice from others. You can also compare your results with industry benchmarks and best practices to see where you stand and where you need to improve.
While self-evaluation is important, I think too much time is spent on trying to turn weaknesses into strengths. You should work to mitigate your weaknesses, so they don't detract from your strengths, but turning a weakness into a strength is a tall order. Rather, think about how you can better leverage your current strengths to get even better results. Focus on what you do well and find out how to do more with those talents.
In my experience, self evaluations can only help so much even if the rep is coachable. Honesty will help, but it's much better to use assessments that are backed by data that can identify areas to work on that they weren't aware of. Especially non skill areas like mindset, coachability, responsibility, or excuse making.
In my experience, sales are generally broken down into a process that include multiple steps/benchmarks. One of the best ways to identify and strengthen sales acumen, is first to define the ideal process and then place these benchmarks in a written rubric. This helps the salesperson to analyze the cause and effects of their process, and starts creating a formula for success. To gain greater insight into one's own sales performance, evaluate each presentation/benchmark based on this rubric often, and reevaluate the process. Repetition, evaluation, and making small improvements leads to defined components in the formula for success. I've found that coaching from mentors during this process, yields the greatest growth at an accelerated rates.
We make 80% of our money from helping 20% of our clients therfore focus on using the 80% you do well instead of hours and hours on the 20% you don't do as well and ask for help or outsource that part.
Assessing your individual sales skills should begin with a defined list of what those particular skills are. Depending on your level of experience it may be possible to not recognize all of your strengths and weaknesses. What I suggest is that you look at the individual tasks you perform throughout the day and create a list. Divide this list into interacting with clients and individual efforts. Instead of focusing on a specific time line, asses yourself over a defined number of tasks performed. Document notes before, during and after each task and provide a ranking such as 1-10. Once this list is complete search out peer review through colleagues and managers. I even suggest that you ask your clients for direct feedback.
The second step to discover your sales strengths and weaknesses is to analyze your performance data and metrics. You can use tools like CRM, dashboards, reports, and analytics to track and evaluate your sales activities, outcomes, and behaviors. You can look for patterns, trends, and gaps in your performance, such as how you generate leads, qualify prospects, present solutions, handle objections, close deals, and follow up. You can also identify your strengths and weaknesses in different stages of the sales cycle, different types of customers, and different products or services.
In my own practice this can be done by coming to terms with what SWOT analysis actually is. We're talking strengths, weaknesses, opportunities and threats. What we want to do is look at this vis-a-vis the environment within which we work and live. That means taking a 360° View of sales cycles, customer styles/personality styles & generally what we do for every single core service/product offering that we present. The better we can internally simulate or mentally war game/roleplay what others will do and think, the better we will be able to figure out how we might have played a role in causing some of this. And we have to be realistic. We have to take an overall position that is the most reasonable of positions
The sales pipeline can be a great tool for objectively identifying strengths and weaknesses. Identifying, creating, and adding qualified opportunities requires a certain set of skills. And, don't overlook attitude and effort in the equation. Efficiently and timely progressing opportunities to maturation requires additional skills. Finally, closing the sale and then successfully implementing the product or service prioritizes still other skills and abilities. Objectively look at your success in these three phases. Identify what is fueling your success and what is holding you back. See where you can further leverage strengths. Sufficiently develop any skills (don't forget attitude or effort) such that they don't hold you back.
The third step to discover your sales strengths and weaknesses is to set your goals based on your assessment and analysis. You can use the SMART framework to define your goals, which means they should be specific, measurable, achievable, relevant, and time-bound. You can also align your goals with your company's objectives, your manager's expectations, and your customer's needs. Your goals should reflect both your strengths and weaknesses, and how you plan to use them to your advantage or overcome them.
The fourth step to discover your sales strengths and weaknesses is to develop your plan to achieve your goals. You can use the GROW model to structure your plan, which means you should specify your goal, your current reality, your options, and your way forward. You can also use the SWOT analysis to identify your strengths, weaknesses, opportunities, and threats, and how you can leverage, mitigate, exploit, or avoid them. Your plan should include specific actions, resources, timelines, and measures of success.
The fifth step to discover your sales strengths and weaknesses is to implement your plan and execute your actions. You can use tools like calendars, reminders, checklists, and trackers to organize and monitor your progress. You can also use techniques like visualization, affirmation, motivation, and accountability to boost your confidence and commitment. You should also be flexible and adaptable to changing circumstances, challenges, and feedback, and be ready to adjust your plan accordingly.
The sixth step to discover your sales strengths and weaknesses is to evaluate your results and outcomes. You can use tools like surveys, reviews, testimonials, and referrals to collect feedback from your customers and stakeholders. You can also use tools like dashboards, reports, and analytics to measure your performance against your goals and metrics. You should also reflect on your learnings, achievements, and challenges, and celebrate your successes and learn from your failures.
In my experience, your sales strengths are going to be measured by the results you achieve. Do a win-loss analysis on which deals you win and why and the ones you lose and why. You could even see if someone on your team can make calls to those contacts involved in the lost deals to see why they went another direction. The insights will be very helpful to improve on your weaknesses.
Study-backed best practices for goal achievement include the following three key actions: -Put your goals in writing -Commit to goal-directed actions -Create accountability. This is best done by identifying an accountability partner. Share your goals and plan. Report your progress and results frequently and consistently. Studies show implementing these best practices has resulted in increasing the likelihood of achieving your goals by 20% to 76%.