Have You Looked in the Mirror Lately?
Source: Partner Insights
The following includes excerpts, reproduced with permission, from an article by August Aquila and Ned Miller.
We recently asked a group of partners to think about what we call “mirror questions” — questions they could ask themselves each week to evaluate how well they had performed.
One partner asked:
- Did I define my specific objectives for the week?
- Did I add names to my prospect list?
- Do I have the right mix of businesses on my prospect list?
- Did I plan appropriately for each sales call?
- Did I develop (and execute) a follow-up plan for each sales call?
- Did each of my pending deals move forward?
- Have I reached out to an existing client? To a center of influence? To an internal partner?
- Did I prioritize my time/resources appropriately?
- Did anything unexpected happen?
- Did I learn something about my sales skills?
- Most important: Do I know why all of the above are important to my success?
According to the partner, “The exercise forced me to redefine how I view a successful week. I have always viewed success based upon what closed or is likely to close, but this exercise made me think more in terms of movement and progress.”
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From Partner Insights, Aquila Global Advisors, LLC, August 26, 2010, http://www.aquilaadvisors.com.
* August Aquila is an author, keynote speaker and consultant to the accounting profession. Reach him at [email protected]. Ned Miller is a consultant to the banking industry. Reach Ned at [email protected].