Page 13 - NBIZ Magazine December 2020

Next, on a scale from 1-5 rate the salesperson/manager Repeat the process, but this time, think of the worst
using the rating scale and questions below. salesperson or manager you have encountered.
• Notice the high score of your successful salesperson
Rating Scale:
ACTIVITIES 1. Significantly less than others • or manager?
Notice the lower score of the unsuccessful/worst
FOR SALES AND LEADERS 3. Typical Here are some additional items to consider:When this
2. Less than others
salesperson or manager?
•
Now try and answer the questions about yourself.
4. More than others
5. Significantly more than others
To Improve Engagement Now! Here are the Questions: Assign a rating to each of the person’s number pops up on Caller ID how excited are you
to speak with them? Scale 1-10.
following questions.
• How well does the individual respond to feedback • To what degree are you able to relax and be yourself
when you are around this person? Scale 1-10.
from others?
• How well does the individual accurately view situa- This exercise gets one’s team thinking about how they
tions from others' perspectives? are truly perceived by their prospects, peers, and direct
• How well does the individual encourage others to reports. If you identify a nonperforming salesperson or
express themselves? manager, the timing is right to consider a program we call
• How well does the individual respond effectively in Selling/Leading with Emotional Intelligence. N
stressful situations?
• How well does the individual positively influence the Please contact Michelle Caspole at MCaspole@
way others feel? AssessmentSpecialists.com for more information and
follow on LinkedIn, Facebook, or Twitter for more
Now, tally up that number. information.

NBIZ ■ December 2020 13