« The Buyer’s Position
Selling yourself out of business »

Understanding Your Sales Competency

Having good communication skills is only one part of the equation

As sales people, we all too often tend to believe we can do or sell just about anything. Much of that attitude comes from our behavior. It’s only natural for sales people to sell ideas about ourselves to ourselves. In fact, it’s the ability to convincingly communicate that gives successful salespeople an edge.

But what about the need to understand the other competencies to excel in sales positions? We may be great communicators, but we must look at the sales process from all perspectives because other factors come into play.

Take some time to review your abilities in other aspects of your sales career.

You can start by making a list of personal attributes you feel can, or should contribute to continued and/or greater success. Rate yourself honestly in each category from one to ten.

Prioritize these items from the must important to least important. Then show them to a colleague, family member or friend to help substantiate or expand your list.

Your list could examine your capabilities in such things as:

  • Working with others in a team environment.
  • Being able to think creatively.
  • Achieving goals through leadership.
  • Your ability to plan and organize.
  • How well you present yourself and your ideas.
  • Do you know how to listen?
  • Do you know when to speak?
  • Are you flexible?
  • Can you communicate well through the written word?
  • How well do you solve problems and make decisions?
    This is just a short sample of the types of attributes that go into a self-assessment of your total sales career competency. However, as you know, being able to sell successfully includes all the above points and more.

    Frequently, salespeople forget that they are running a business, which I sometimes call “I’m a Salesperson. Inc.”. And examining abilities in other areas of business, can and will have a very sizable impact on your ability to carry out the day-to-day functions of running a successful sales business.

    After rating yourself share the results with your colleagues, friends and/or family to get their feedback on how they feel you measure up and how they view your self-assessment.

    After a complete review, take some time to develop a plan that addresses areas that need serious improvement (those items that received a six or below). Maybe attending seminars, getting coaching help, reading resources in that particular area or reaching out to others will help boost your rating.

    It’s also a good idea to do the same thing for those items that received a score above a six. Improving what you already do well will keep you ahead of the curve.

    However, from a priority standpoint, you should work on those things that are impeding your progress to reach your goals. Once you start getting into the review routine you will find that it enables you to look at yourself as not only growing, but also as growing sales business as well.