History of Sales
Salesman's Hell
The Company Self Evaluation
PART II:
The selling process also involves self awareness and evaluation. It is important to conscientiously consider your own understanding and performance.
II. Rate yourself on the following factors by circling the appropriate phrase on the scale and comment on each item.
1. Concerning my knowledge of the company and my products, I am:
Very Satisfied |
Somewhat Satisfied |
Uncertain |
Somewhat Dissatisfied |
Very Dissatisfied |
COMMENT: I still feel like I only know what I’m supposed to know. The sales managers and the company itself only give us information when they feel it is helpful. Whether this practice is beneficial for me in the long run, I’m still not sure. Also, many of the products I sold this summer I had little to no knowledge about. The first month I had no real idea what was in the Volume Library. As for the CD’s and The Learning Companion, I still don’t know what they do. Furthermore, when I delivered the Kids CD’s it was a different set of CD’s from the ones on the slicks which I had been showing people all summer. They expected certain programs and they didn’t get them.
2. With regard to my overall effort and ability, I am:
Very Satisfied |
Somewhat Satisfied |
Uncertain |
Somewhat Dissatisfied |
Very Dissatisfied |
COMMENT: As far as effort goes, I feel I put everything I had in me into the job. I look back on the summer now and I can’t believe I did some of the things I did. The hard work I expect out of myself, but the breaking of belief barriers and the things I did that I didn’t want to do amaze me. I mean knocking on doors at 7:45am those first two weeks; I can’t believe I did that. Addressing my ability, I feel like I didn’t do nearly as I could of. Something was holding me back. I think it was the fact that I didn’t feel good about what I was doing. I felt shame and guilt when I did the job.
3. Reflecting on the relationship with my leader in terms of records management, reporting, and personal input in the relationship, I am:
Very Satisfied |
Somewhat Satisfied |
Uncertain |
Somewhat Dissatisfied |
Very Dissatisfied |
COMMENT: Ron and I had a great relationship. I always tried to help him out whenever I could with paperwork or situations that arose in out Inertia organization. I always did my stat sheets and weekly reports too. I think we worked well with each other keeping positive, laughing and supporting each other when needed.
4. Concerning my understanding and use of the basic sales techniques I have learned, I am:
Very Satisfied |
Somewhat Satisfied |
Uncertain |
Somewhat Dissatisfied |
Very Dissatisfied |
COMMENT: I feel like I gained a good understanding of sales. I am by no means a great salesman, but I definitely developed a solid base of skills that will help me in the future. Where I am extremely dissatisfied is in my use of these skills. As I wrote earlier, I feel a lot of guilt and shame about selling last summer. I worked on trying to feel good about what I was doing. I continually tried to find valid reasons to make me believe I was helping, but none of them stuck with me.
5. Evaluating my sales volume in relation to the time invested, I am:
Very Satisfied |
Somewhat Satisfied |
Uncertain |
Somewhat Dissatisfied |
Very Dissatisfied |
COMMENT: Sure, I could have done better, but I think I did great compared to the other first year salespeople in the company. I especially think I did well compared to the other males. One thing I wonder about is if I worked that many hours doing jobs in my home town instead of for the Southwestern Company, how different would my profits have been?
6. What is the most valuable thing you learned in Sales School?
I am so appreciative of the training I learned in sales school on how to deal with rejection and keep a positive mental attitude. Technical skills are helpful, but it’s being able to control one’s mental state, that makes one strong. That is the most valuable thing Sales School taught me.
7. What is the most important thing you learned on the bookfield?
I think I learned a lot of valuable life practices on the book field. One of which is how important principles and motivation are. If I have my principles set then the degree to which I am motivated determines the degree to which I succeed.