To be effective, one must know what they are strong in and what they need to develop. This is critical because if you are not aware of skills and areas to improve, you probably won’t improve. You may even lose deals and relationships and be oblivious to your role in the losses.
The book, Discover Your Sales Strengths, by Benson Smith and Tony Rutigliano discusses the results of the Gallup Organization study of 250,000 sales people and 25,000 sales managers. They identify 34 themes that they deciphered from the data that help to explain great sales people and leaders. It is an interesting read. I’ll post more about the book in a future entry.
For now though, think about what you have that you can integrate into your selling activity success. Work to measure it. If you are tenacious, for example, how can that work to your favor? Are you aware that many people are NOT tenacious, and this is a great strength in selling? If you are pleasant and upbeat, note that this also is not common in everyone. Are you surprised?
Make a list of those strengths. Make a second list of areas you would like to improve. Self awareness is powerful. Now make some calls, emails, or other activity that will lead you to sales.