The Coaching Effect Blog

The Coaching Effect Blog

    How to identify your strengths

    by Kristi Shoemaker / April 7, 2011

    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:


    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 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

    Tags: Employee Engagement

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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.

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