I sell, therefore I am.
OK maybe it’s not really that deep. However, if you are now and want to continue to be a successful sales person there are at least 5 truths as it relates to your personal development
The solution in keeping you at the top of your game most likely comes down to your own self awareness and brutal honesty. If you’re not completely aware of what you think, how you feel and what you are doing, it is nearly impossible to improve on your own.
It’s amazing how many very successful sales people I come across that have no real idea why. And conversely, sales pros that were successful and just can seem to get their mojo back.
Most times when I see sales people struggling it starts as a manifestation of that person’s lack of ability to coach themselves and recognize their short comings on their own.
Let’s break down the stages to see where the role of self awareness fits.
The classic example of the Unconscious– Incompetent is the star sales person (the natural) who is promoted to Sales Manager. They often don’t have a clue that they don’t know how to coach or lead.
With often disastrous consequences, new managers are unaware that new skills are needed to be successful. We also see folks who are not the natural who are ‘trying’ sales. They think anyone can sell and there is no sales process or selling skills in their vocabulary.
The first thing each of us must do is to become aware of our strengths and weaknesses. This requires on– going assessment with the realization that we must always be ready to change and adapt.
Suppose there is a new product that your company launches. You quickly learn the new features and benefits. However, you just don’t seem to be able to get the first sale. Perhaps you realize that you are not asking good questions. This stage is Conscious-Incompetent.
Your awareness that something is missing leads you to asking more questions. You are open minded to learning and trying new skills. At first, you struggle with the questions because you never needed to ask these types of questions with your old products. You have moved into Conscious-Competence.
Later – with practice, you become more fluid and are able to listen to the answers better. You begin to weave what your buyers tell you into the solution. Your ‘conscious’ awareness has lead you to the promised land – a new customer! With new success, you know how to get customers interested without much effort and you have become a Unconscious-Competent.
Ironically, the stages of learning suggest that an Unconscious-Competent may be the most vulnerable to complacency, over confidence and lack of self awareness. (See the new manger from the first example)
With every success comes a bigger ego and it becomes harder for this person to adapt if drastic change is required. The paradox is that we want to strive to become an Unconscious Competent and yet when we arrive we may think we are God’s Gift to humanity!
The good (and bad) news is that the profession of sales humbles all who enter. If we can handle success in the same manner that we embrace challenges, the awareness never goes away. If you can honestly appraise your strengths and weaknesses in every situation, the ability to adapt and grow is limitless. You can get support from peers, coaching from people you respect and knowledge from industry resources, like Sales Swamis.
So, where do you fall? As you begin your journey to total sales consciousness as yourself these questions:
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[…] Promotion! Now What? Posted by Sales Chick in Featured Articles, Sales Chick, Skills on Sep 21st, 2009 | no responses So, I wanted to follow up on Tuna’s last post (Achieving Total Sales Consciousness, 9/7/2009). […]