Sales Coaching Summit Session Summary
Instructor: Dr. Courtney McCashland, Kenexa
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 firstname.lastname@example.org to learn more.
Please enjoy these related articles on Sales Talent Identification and Acquisition.