How do you know if your team is great or just average?
How do you know if the product is getting stale?
How do you know if you have the right people in the right roles?
How do you know if you have the right candidate?
How do you know if the market is moving away from you and your company?
How do you identify problems, challenges or issues in your sales environment?
If you’re like most, you wait until it hits you square in the face and becomes a problem. For example, you just realized your team is just average because you missed your number 3 out of 4 quarters. When that happens, it’s too late. You should have known before.
As a sales leader you need to have well-developed assessment skills. You have to know how to assess an environment, talent, people, products, the market and more. It’s no longer OK to guess. It’s not OK to operate from your gut. There is too much information available today to wing it. You have to know what’s going on and when to move.
You have to know how you make decisions and what criteria you use. You have to be able to sift through the noise and get to the heart of the matter – and the only way to do this is to know how to assess. Assessing is the big gap in sales leadership. No one ever teaches you, yet it’s an expected skill. No one hires for it, yet they expect you to be good at it. Being really frickin’ good at assessing is a must if you’re a sales leader.
Learn how to get good at assessing everything around you, starting with people. The better you get at it the further you will go.