Do You Know How to Answer the Most Important Question About Yourself?

While my tenure as a sales recruiter is still in its early stages there’s one recurring theme that presents itself way too often. CANDIDATES don’t know how to answer the most important question about themselves! What question is this?  

What makes you valuable?

  In the few hundred interviews I’ve conducted there’s one key indicator which A-players possess that separates them from the B and C players. What is this crucial factor? It’s the understanding of your personal value and having the ability to effectively convey this value and how it aligns with a company’s needs, goals and vision and help them solve their problems and challenges.   Ok so you now know that value is the secret sauce in separating yourself as an A-player. Now the question is how do you execute this and effectively convey your value? I like to think of articulating your value in terms of an equation.  

  • Company needs (N) = What do they need to get done. What are the essentials and needs for the position are they hiring for? Ex: They need an Account Executive to conduct effective demos and drive 500k per year in revenue.


  • Personal value (V) = What expertise and core attributes do you possess that make you the best at what you do (Your Expertise (E) + Grit (G) + Creativity (C) + Analytical skills (A) + Coach ability (CA)).  


Your Value (V) = ∑ E+G+C+A+CA / N

Hey Account Executive would you describe your value like this? You’re a demo machine, you’ve handled full sales cycles and you understand how to effectively qualify opportunities. Before the demo you know how to conduct a meaningful discovery phase to ensure the demo is targeted specifically to the exact needs of your prospect. You’re not saying “if” during the demo. You know how to effectively communicate with C-Level executives and you know how to ensure you’re talking with the decision maker when it’s time to close the deal. You also possess winning characteristics: Grit runs through your veins, you’re creative, analytical and coachable.  

The word 'Worth' highlighted in green, under the heading 'Value'   Once you figure out what makes you valuable you will be much more effective at conveying this value when interviewing for a job, when negotiating a raise, or when there’s a promotion on the table. Most people can’t answer this question. Don’t be like them. Know your worth. Knowing your value isn’t only important for salary negotiations, getting that promotion or blowing away that interviewer. Knowing your value is crucial in life and success as it allows you to make more informed decisions.  

What kind of decisions you ask?


  1. Are you the right fit for a new job? (Value-based versus “years of experience” or other petty factors)
  2. Does your employer’s needs and mission align with your personal value and goals?
  3. Should you explore opportunities that might be more rewarding or help augment your personal growth even though you’re content at your current role?
  4. What new goals do you need to set for yourself if your value is not at its maximum potential?
  5. Are you in a position to give your current employer their maximum ROI and help them solve their current problems or challenges?

  These are just a few examples amongst a multitude of other situations and questions you need to constantly be asking yourself. Set yourself up for consistent growth and success by making sure you can articulate your value and whether or not your current situation aligns with your goals, your brand and most importantly your value.    When you can’t answer this quintessential value question you might just end up like this:  


Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.