The best salespeople have a strong inner drive that keeps them motivated and hunting for the next lead, customer and order. Investments in sales training are unlikely to pay off if the salespeople are not sufficiently motivated to learn, adapt and change their habits.
That’s one of the reasons it’s common to ask a potential sales hire what their long term goals are. I’ve taken to asking that of every new hire, regardless of the position. And, I’ve found a lot of people don’t have a very solid answer.
In the recently released “Inside-Out Selling“, we talk about the importance of finding your mission in life and include a few exercises for salespeople to use themselves for for sales managers to use with their team, as a part of an overall sales training program.
Here’s part of one those exercises….
Questions to Ask to Define Long Term Personal Goals
- What do you or have your enjoyed doing most?
- What activities do you get “lost” in?
- What makes you feel great about yourself?
- Who inspires you most? (Anyone you know or do not know. Family, friends, authors, artists, leaders, etc.) Which qualities inspire you, in each person?
- What are you naturally good at? (Skills, abilities, gifts etc.)
- What do people typically ask you to help them with?
- What would you teach if asked?
- What would you regret not doing, being or having in your life?
- You are now 90 years old, sitting on a rocking chair outside your porch; you can feel the spring breeze gently brushing against your face. You are blissful and happy, and are pleased with the wonderful life you’ve been blessed with. Looking back at your life and all that you’ve achieved and acquired, all the relationships you’ve developed; what matters to you most? List them out.
- What are your deepest values?
- Select 3 to 6 “value words” (Value Words List) and prioritize the words in order of importance to you.
- What were some challenges, or obstacles you’ve overcome or are in the process of overcoming? How did you manage to accomplish that?
- What causes do you strongly believe in? Connect with?
- If you could get a message across to a large group of people, what would your message be? Who would you want the message to be heard by?
- How could you use your talents, passions and values to serve, to help and/or to contribute to people, beings, causes, organizations, the planet, etc?
Get this exercise and more in “Inside-Out Selling – Forget Technique, Know Your Customer“.