Sales Self Exam

By Mike Philie
In July 18, 2008
How’s business these days? If your sales results are not where you want them to be perhaps you should perform a sales self exam. Take this 7-step exam to identify areas that you’ve neglected or just need some work in. Here goes:

  1. Sales Process-Identify and define how you ‘get business.’ What are the steps that you use to open new accounts and nurture and grow existing business?
  2. Why do clients buy from you and your company?
  3. Your personal selling SWOT:
    Strengths-
    Weaknesses-
    Opportunities-
    Threats-
  4. What is your experience/comfort/understanding/execution of these six areas. Rank yourself from 1(weak) to 5(strong):
    Networking-
    Research-
    Prospecting-
    Letters-
    Phone skills-
    Voice mail-
  5. Are you setting goals and working your plan on a weekly/monthly basis?
  6. Handling objections-are you prepared?
    Price is too high
    The job is too complicated for you
    I already have a relationship with a printer
    “Your company” is typecast as a small job printer only
    Your turnaround time isn’t good enough
    I want to spread my work around
    You don’t have in-house mailing or design or digital printing
    I’m looking for a one-stop shop
  7. Time management-as sales people, all we have to sell is our time. Once it’s gone, the “plane has left the gate”. How well do you manage your time on a weekly basis?

It's OK to have some fun with this but use it as a self evaluation of some of the skills needed to be successful today.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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