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To discover how good you can be,
start by understanding how good you are.

An Assessment of Strengths and Opportunities

Rate yourself as objectively as you can on each of the five scales below. Your responses will give you an indication of where you stand on five key elements of sales leadership.

1. Direction - My purpose and goals are clear and compelling. They are in writing, they are visible and are frequently reviewed. They are meaningful to me and will not be detrimental to others.

1...............2...............3...............4...............5

never....... rarely..... sometimes .....usually ......always

 

2. Communication flows easily, often and clearly between myself and others on my team and with my customers through a variety of means. I listen to others and am able to express empathy with them.

1...............2...............3...............4...............5

never....... rarely..... sometimes .....usually ......always

 

3. I am satisfied with my work. I am able to relax and enjoy myself off the job. I exercise consistently. My energy level is high.

1...............2...............3...............4...............5

never....... rarely..... sometimes .....usually ......always

 

4. I have balance between my work and personal life. I have family or friends that are supportive.

1...............2...............3...............4...............5

never....... rarely..... sometimes .....usually ......always

 

5. I am continually updating my skills or the skills of team members.

1...............2...............3...............4...............5

never....... rarely......sometimes .....usually ......always

Total:

(Add the total number of points)

 

A total of 21-25 is excellent. You have a compelling purpose and goals, good communication, support, balance and up-to-date skills. Keep doing what you've been doing.

A total of 16-21 is good. You have solid strengths and possibly one or two things you could improve. Pick out one and take positive steps to develop it further. Seek input from others you trust for suggestions about what to do. If item 1, purpose and goals, which are the foundation for everything else, aren't on the high side, that's the place to start.

A total of 11-15 is fair. You may be in the middle on one or two items, low on one or two and even have a high score on one. Is this total consistent with how you're feeling right now about your success? A consistent approach is important. Again, item one is the place to start if it isn't already high.

A score of 10 or less indicates a situation that warrants immediate attention. Work and family may both be experiencing difficulties. Seeking the advice of a mentor, a counselor or a professional may be appropriate. You may just be experiencing a temporary setback, but if not, a change in outlook, job, career, family situation may be the thing that's needed. What do you think?

Suppose you were to ask your coworkers to answer these same questions for you? How would their evaluation of you compare with yours? Suppose you were to have your team do this and then add up the results. How would your team rate?