Opinion

7. Hows your consistency and persistency rating? It had better be good. Successful business people all have 3 Cs in common, one of which is consistency. Can they count on you in this inconsistent world? Plus, what makes you think that theyll get it the first time? All development programs need to be sustained to produce optimum results. Deduct marks if you feel like you are badgering your representatives. You probably are!

8. Hows your authenticity rating? This is the classic term that describes your being versus your doing. Does your coaching project what you really believe and stand for? Or do you find yourself saying what you think the representative needs to hear? Surprise! They see right though it and, well, you know the rest. Authenticity means you strive for commitment rather than compliance. Bonus marks if youve read Blink by Malcolm Gladwell.

Well how did you go? What did you do well, and should continue to do? What would you change for next year?

Final thought: theres one aspect of being a great sales coach and manager that is not a part of self-assessment and yet its critical for success.

Imagine its after a field day with a representative and they are sitting at their dinner table. Then their wife/ husband/ partner/ mum/ dad/ etc asks, so, how was your day?

What would you hope they would say? Maybe thats something to talk about and work on next year.