10 Questions to Ask Yourself in Your Sales Career

Written by Sean McPheat | Linkedin thumb

Businessman holding question markSeldom do salespeople give themselves the opportunity to reflect on where they are in their career or where they are heading. They are either too involved in the nitty-gritty, everyday operational view of their jobs and accounts, or they don’t think it an important-enough issue to consider it for a long time. Or, as I suspect is the case in most situations, they don’t know what questions to ask themselves to reflect on the direction and vision they need to take.

Here are 10 hard-hitting questions designed to rattle your cage when it comes to your sales style.

* If you could start your sales career over again, what would you change? What would you do differently and why?

* What do you do to ensure you prepare effectively for each and every prospect call? Could you find out more?

* What are the main objections you face and what are you doing to eradicate them all?

* What are you doing to improve your sales knowledge each and every day?

* What area of your sales process have you improved in the last week, month or quarter? Why? How?

* What specifically causes you problems when you’re selling? What are you doing to overcome them?

* Which area of the sales process would have the biggest impact on sales if you were able to improve in it?

* Where or how do you find you are wasting most time in the week?

* If you lose a sale, how do you react and why?

* If you lost one of your key accounts, what would the impact be? What are your plans to keep them loyal to you?

These are only a few cage-rattlers, but their answers should highlight areas that you need to work on while developing all your strengths.

Happy Selling!


Sean McPheat

Sean McPheat
Managing Director

MTD Sales Training 

450 sales questions free report

Originally published: 27 April, 2011

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