Sales Coaching Blog

How to identify your strengths

Posted by Kristi Shoemaker

April 7, 2011

Sales Coaching Summit Session Summary

Instructor: Dr. Courtney McCashland, Kenexa Dr. Courtney McCashland, Summit Instructor

Dr. McCashland started her session by asking this question:

“At work, do you have the opportunity to do what you do best everyday?”

It is important to focus on this as a Sales Manager because:

  • Each person is unique, blessed with strengths and weaknesses.
  • Each person is responsible for knowing their strengths and taking a stand for them.
  • Each person's uniqueness is more than just a description; it should be expressed by contribution.

In a survey conducted by McCashland, she asked the question:

"WHAT % OF PEOPLE SPEND MOST OF THEIR DAY (75% or more) PLAYING TO THEIR STRENGTHS?"

High performing sales teams said 84%.
Low performing sales teams said ZERO!

She then shared some MYTH BUSTERS.

MYTH: As you grow, your personality changes
TRUTH: As you grow, you become more of who you already are

MYTH: You will grow most in your areas of greatest weakness
TRUTH: You will grow most in your areas of greatest strength

MYTH: A good team member does whatever it takes to help the team
TRUTH: A good team member deliberately volunteers his strengths to the team most of the time.

How do you know what your strengths are if you aren't able to take an formal assessment? McCashland shared some clues to help you identify your strengths.

S - SUCCESS  When you do it, you feel effective

I - INSTINCT   Before you do it, you actively look forward to it

G - GROWTH  While doing it, you feel inquisitive and focused

N - NEEDS   After you’ve done it, you feel fulfilled and authentic

EcSELLInstitute recommends incorporating a formal assessment tool in your talent ID and acquisition process. We have several Pillar Partners who offer this service.  Email info@ecsellinstitute.com to learn more.

Read Dr. Courtney McCashland's bio

Please enjoy these related articles on Sales Talent Identification and Acquisition.

Personality of a Top Sales Person

Fact Based Reasons New Sales People Fail

Topics: talent identification & acquistion, Sales Coaching Summit, Employee engagement

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