Sales Success and Self Reflection

By Mike Philie
In December 24, 2009

Was speaking to a few sales reps this week as the Christmas holiday was just around the corner. Visions of spending time with their families and being thankful brought out the self reflection in most of their conversations. The general theme was that now is a good time to take stock in the business that you have, the clients that you've engaged with and perhaps more importantly, those that you've earned the right to be a trusted adviser to. This is a good time to review what worked well for you this year and make a list of the things that you need to stop doing for next year.

A time of self reflection can clearly identify what made you successful and what held you back. It can put things into perspective such as the frustration with proofs being late and the jobs delivering to the wrong office (I know, this never happened to you…). It can put into plain site the fact that you control your own destiny as a sales rep. You control how many calls you make and how many people that you see. Others may impact projects and client relationships outside of your direct control but you determine how you handle it, how you'll recover and how you'll grow stronger. 

This self reflection stuff is great. It's like looking into the mirror and asking the questions and having to answer them. As the much overused cliche says, you're driving the bus. You're in charge of your sales career. What's the plan, what do you need to do and when will you get there. Happy holidays and continued success!  
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.


  1. Enjoyed your article! I too am convinced self reflection plays a major role in our happiness in our professional and family life.
    As I’ve been exploring self reflection I’ve found that it is indeed like looking into the mirror and asking the questions one must answer. It has required me to focus on me and my strengths and weaknesses. And has kept me from asking so many questions about others which is providing more benefits that I would have ever guessed.
    Thank you for taking the time to write about the subject.

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