Test Your Sales Success Quotient

Last Updated Sep 4, 2008 11:41 PM EDT

Takin' da test
Ever wonder if you've got what it takes to sell at the highest level? Here's a quick way to self-evaluate if you've got the right stuff, personality-wise, for sales success. Rate the following statements according to this scale:
  1. Agree strongly
  2. Agree somewhat
  3. Neutral
  4. Disagree somewhat
  5. Disagree strongly
  • [ ] I can create rapport quickly and easily.
  • [ ] I am a skillful builder of relationships.
  • [ ] I can make a customer feel at ease.
  • [ ] I build personal alliances based on mutual needs.
  • [ ] I know what to say and how to say it.
  • [ ] I can decipher hidden agendas and thoughts.
  • [ ] I can persuade non-believers to believe.
  • [ ] I am a master of how to use language effectively.
  • [ ] I can lead a comfortable productive meeting.
  • [ ] I continually catalog my successes and failures.
  • [ ] I notice what's unique about each prospect/customer.
  • [ ] I have a highly developed sense of intuition.
SCORING:
Subtract the total of your answers from 72. Here's what your score means:

50-60. Congratulations! You've got what it takes to be the best of the best. Assuming, of course, you are self-aware enough to rate the statements honestly. Maybe you should get your sales manager to give you a more objective rating.

35-49. Pretty darn good. You've not only got the right personality, but you've got the self-honesty to understand your strengths and weaknesses. In fact, you're probably more likely to be successful than the guy who thinks he's "all of that."

25-34. Hmmm... Are you really in Sales? If so, you may be in the wrong line of work. Don't feel bad, though. Try looking for a job in Marketing. You won't have to actually sell, but you'll still get to pretend that you're "driving sales."

Less than 25. You must an engineer. Why are you reading this blog?

The above is VERY loosely adapted from a conversation that I had with Steve Martin, the author of "Heavy Hitter Selling"(Wiley, 2006). Smart guy.