How can self-assessment benchmarking improve your sales results?

Hello Sales Reset Community

In your B2B selling, how do you compare to the best in the world?

And why should you care?

Knowing your selling strengths and weaknesses can help you develop a plan to improve your sales skills and results.

And with a plan for sustained improvement, you’ll find yourself on track to join the best in the world! 😀

We recommend that all the members of our Sales Reset Community use our FREE self-assessment every 90 days. This week’s newsletter will help you understand why regular self-assessment is so valuable and what it will do for you.

You’ll learn three key things:

1. Why self-assessment benchmarking is a good idea.

2. Why the design of the self-assessment is so important.

3. How to use your self-assessment results to improve selling skills and sales results.

At the end, I’ll invite you to complete your FREE Sales Reset Mastery self-assessment.

Let’s get into it!

How you'll improve sales results this week

• Why is self-assessment benchmarking a good idea?

• Why is the design of the assessment so important?

• How to use your report to improve sales skills and …

• Potential Challenges

• Start your self-assessment

• End of Week - Reflective Practice

Why is self-assessment benchmarking a good idea?

• Vision and Plan: A good self-assessment will enable you to become aware of higher levels of performance that you can plan to achieve.

• Continuous Improvement: Results from your self-assessment will enable you to make choices about what to practice and improve.

• Encouraging Evidence: It’s encouraging to see the evidence of improvement when you take the assessment again.

• Motivation and Confidence: With the evidence of progress, your motivation and confidence for further improvement will grow.

• Cause and Effect: It becomes possible to make connections between your growing skills and your sales results. You have evidence that your improving sales results come from your improving sales skills.

Why is the design of the assessment so important?

A well-designed self-assessment must be based on a clear structure of proven best practices.

The job of the assessment is to enable the person taking the assessment to compare themselves with these best practices.

And these identified best practices should be up-to-date, not the best practices from years ago.

Our Sales Reset Mastery self-assessment is based on all the experience we’ve developed over the last 40 years of training B2B salespeople and sales team leaders.

Everything is based on the big idea of prioritising selling methods that deliver customer outcomes and success. We do not prioritise “winning the business.”

The evidence shows that sales results will be achieved when we prioritise customer success in all our selling.

Here are the best practices in our Sales Reset Mastery self-assessment.

Your self-assessment will ask you to choose your current level of ability in each of these key aspects of Customer Success Selling.

How to use your report to improve sales skills and results.

Your report will show your current scores and the comments you made about why you gave yourself those scores.

As you complete your self-assessment a number of times, you will see evidence of your growing skills and competencies.

You can use your report to prioritise what you should practice and improve, and you can develop your “Learning and Earning Plan.”

You might choose to share your report with your sales team leader, who can help you develop your plan more effectively and support your learning and development.

Potential Challenges

Why might some people avoid completing their self-assessment benchmarking?

Complacency: Some people might conclude they don’t need to compare themselves to best practices.

Insecurity: Some people might be concerned about being compared to best practices because it might undermine their confidence. They might think that losing confidence would make selling harder.

Time: Some people might never get around to completing a self-assessment. There’s always something else more important. “I can’t afford the time to sharpen my axe; I’ve got this tree to cut down!”

I sincerely hope that you will choose to reject these challenges! 😀

There’s simply too much value to be obtained from the process of continuous self-assessment benchmarking against best practices!

Start your self-assessment

I hope I’ve made the case that completing a self-assessment is a great idea!

Click on the button to start your self-assessment now. Alternatively, schedule 10-20 minutes in your calendar to complete the assessment when you have the time.

End of Week - Reflective Practice

At the end of this week, ask yourself these key questions:

We hope you’ve found this Weekly Sales Reset valuable.

Have a great week!

The Sales Reset Team

Here’s a link to a page explaining how these weekly newsletters are designed to help you learn and practice your customer success selling skills.

Please feel free to unsubscribe using the link at the bottom of this email if these newsletters are no longer valuable to you!

Community of Practice

Ask Questions, Share Your Experience

If you have any questions or experience to share:

• LinkedIn Group - Join our World-Class Customer Success Selling Group on LinkedIn to ask questions or comment.

• Sales Reset Together Community - Click here to learn more about our private community of members committed to achieving and maintaining their Sales Reset.

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