This week we explore an important aspect of a salesperson’s psyche. If you are a sales manager, this trait will explain your salesperson’s view of himself and how best to manage to that view.
Self Assessment
The ability to practically and objectively identify one€™s personal management strengths and weaknesses. This is the ability of a salesperson to take the skills and techniques that they have gained in evaluating external situations and apply them to evaluating their own performance and abilities.
A salesperson with strength in this area is capable of accurately evaluating his or her own strengths and weaknesses. They see themselves clearly.
A weakness in this area indicates a salesperson who does not judge his or her own capabilities accurately. They incorrectly evaluate their abilities (either over-estimate or under-estimate). This inaccuracy can create trouble when they set their own goals and expectations.