How to improve self awareness
and why it matters for a sales professional
Once upon a time, approximately 10 years ago, I felt I was really starting to get the hang of this sales professional thing. I had a job I loved with people I respected, was hitting my projected numbers regularly and seeing great improvement in my bottom lines quarter after quarter. I thought I had “made it”...or at least I could see I was going somewhere awesome.
I look back now and shake my head a bit, seeing how naive and (sometimes) arrogant that young man was. I give my young self a metaphorical pat on the head and thank him for doing the hard work in the past 10 years of becoming much more self aware. Not only has it impacted my professional life (results in that bottom line for sure!) but my personal life as well.
A decade ago, self awareness wasn’t even in my vocabulary. I was just someone asking questions relentlessly and always looking for ways to improve myself. Y’all know I’m a professional development junkie. I went through several different coaches, telling me to do this or do that (which I did!) but it didn’t really seem to help me all that much. Until I found my current coach, who helped me see the real gaps I had in how I perceived myself and how others perceived me.
You Don’t Know What You Don’t Know
The thing about self awareness is, you don’t know what you don’t know. So it’s a nearly impossible journey to take on your own. You have to get vulnerable and find someone you trust to give you advice. Outside feedback is one of the best ways to become self aware. Then, you have to be humble enough to hear that advice and actually apply it to your life. It’s not easy, but it IS worth it.
Now I could get to work. My coach had me raise my meditation to 20 minutes a day. That might not sound like much to some of you, but for me (always on the go, never sitting still, looking for the next task or project) it was a HUGE adjustment.
I sat still, got collected, and then started to get more accomplished! It felt like magic.
But it wasn’t really magic. It was work. And it’s definitely paid off. Sitting still helps me see things from others perspective instead of just barrelling through my day on to the next thing. Taking the time to become self-aware allows you to understand what your REAL obstacles are in accomplishing your goals.
Anthony Tjan has a great article in the Harvard Business Review, where he notes that “self-reflection and its reward of self-awareness cannot be thought of as passive exercises, new era meditation, or soft science. They’re absolutely essential. There is a reason why in rehabilitation programs the starting point is being aware enough to admit you have a problem.”
Admit There’s a Problem
I didn’t overcome my obstacles and improve my sales skills by sitting in isolation and thinking myself out or by reading more and more professional development books. The only fool-proof “how-to” for improving yourself is first, admitting you have a problem you can’t solve. I got up, got working and got the impartial second opinion of a coach (or a friend or a mentor would work too) to help me see my blind spots.
Success comes to those who strengthen their self-awareness muscle -- this helps you intuit how others perceive you, and in turn, how they feel. By becoming more self-aware, you can build more effective relationships and become a more effective sales professional.
The trouble is, most people aren’t willing to do the work. I get it. It’s scary to find out who you “really” are. What if you don’t like what you find? Then you’ll have to do even more work to accept this person you are. And who has time for that? There are deadlines and bosses and clients who need things!
In short, there are a lot of good excuses for you to cling to. And it’s not surprising that Chinwe Esimai’s brilliant article for Forbes astutely notes that “self-awareness seems to be in short supply among leaders”. The work is hard and messy and takes so much longer than impatient people like myself think it will.
Aren’t delusions and the palatable versions of ourselves we prefer to believe in just...well...easier? Is it even really worth it in the end? The answer (you knew it was coming) is: YES. According to a 2013 study by Korn Ferry Institute, “Self-awareness—a characteristic essential to career success and improved executive leadership— also appears to correlate with overall company financial performance.”
In short, improved self-awareness leads to an improved bottom line.
So let’s do the work. Together. Don’t be frightened off by what you might find. Be excited for the new you you may discover.
Where to Begin
What’s been pointed out to you about your sales style? See if you can hear criticism through a new lens -- Listen for the truth underneath harsh comments.
Be brave and start to seek out feedback from friends, bosses and colleagues -- this is an easy way to receive initial feedback and find ways to improve yourself for free. There’s no need to invest in a coach right away.
Make notes and ask people to get specific in their feedback.The more data the better.
Remember that only unsuccessful sales people think that making a sale is the end of the job. Successful people understand that making the first sale is the beginning of a long-term partnership.
Next time we’ll dive deeper into self awareness as we begin to explore empathy and how to improve that skill (yes it is a skill!) can help you as a sales professional and professional human.
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Becoming the most successful sales professional you can be certainly doesn’t happen overnight.