The best salespeople I've met are experts in themselves, as much as they are experts in their product.
There's a critical element in Sales Performance that's frequently overlooked: Self-management.
- Do you know how you learn best? Audio, visual, hands-on?
- Are you aware of your peak performance hours?
- Can you predict your reactions to different client personalities?
- Do you understand your true strengths and weaknesses in your sales process? And are you working on them?
Self-management is a deep self-awareness and the ability to leverage your unique traits to drive results.
I've seen salespeople with average products outperform those with superior offerings, simply because they understood themselves and managed themselves better. They knew when to push, when to back off, and how to align their natural strengths with their sales approach.
They had a great handle on their doubts, habits, blind spots - these can be bigger obstacles than any external factor. And they have a coach to help them.
Who's watching your calls, helping you with pre-call planning / post call debriefing?
As Peter Drucker said, "Success in the knowledge economy comes to those who know themselves - their strengths, their values, and how they best perform."
Here's one of our Rules to consider: "You can't manage anything you can't control." And the only thing you have complete control over is yourself.
So, before you dive into your next sales strategy meeting or client call, take a moment for self-reflection.
