Radio Sales Café

Self-Evaluation

by Rick Fink

You just walked out from an appointment with your client or prospect and now it’s off to your next task for the day. STOP! What you do next can have a profound impact on your future success in sales. Before moving on to your next task, take two minutes and conduct a self-evaluation of your performance by asking yourself these questions:

1. How did that meeting go? (Honestly rate yourself on a scale from 1 to 10)
2. What could I have done better?
3. What did I do well?
4. What did I say or do that I should not have said or done?

Statistically, only 1 in 7 salespeople conduct a self-evaluation after each sales interaction. 85% of salespeople fail to do this. 

Self-evaluation is not just for sales. Top athletes self-assess how they performed after each performance. They ask themselves... What did they do right? What did they do wrong? Where did they fall short? What can they improve? What can they do to give themselves a competitive advantage?

This same rule applies to management. If your goal is to improve and continually become a better manager, you too should evaluate yourself after every individual or group meeting with your sellers.

If you are in the 85% of sellers that do not currently do self-evaluations, START! By doing so, your performance will continue to get better with every customer contact.

ENS Media consults, coaches, mentors and trains managers and account executives at radio stations across North America to increase their local direct sales.  President Rick Fink is a 30-year veteran and managed one of America’s largest billing small-market radio sales teams. To learn how ENS Media can help increase your revenues and train your sales team, contact [email protected]

Great reminder Rick! Thanks so much.