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But enough about me...
November 7, 2007

Part of my revenue source is that I coach sales people (okay, that's bad English but I am tired).  On the first of three coaching calls, I give the reps a self-evaluation test and ask them to rate themselves on a scale of 1 to 10 with 10 being the highest rating.  The “How well do you manage your time?” to “How well do you handle conflict?”  One of my sales coaches, Dee Ann Boyd, came up with the idea for the test and we use it religiously.  It is a useful tool as we get to know the reps and a fun tool as we hear the answers provided.

In general, sales MEN think a whole lot more of themselves than sales WOMEN.  Shocker, I know.  My favorite example of this was repeated today in two back-to-back calls.  The first with a woman, the second with a man.  Read on:

First call
Me: “On a scale of 1-10 with 10 being the highest….”
Me: “Rate your communication skills. Specifically, letter writing ability”
Female rep: “I’m pretty good at that I guess…6”

One hour later (on the second sales call)
Same question.
Male rep:  “Wow. I suck at that…8”

First call
Me:  “What about your Phone Skills?”
Female rep: “I’m okay…7”

Second call
Same question.
Male rep: “Now you’re talking…9!”

Here’s the good part…

First call
Me: “And finally, rate your in-person communication skills”
Female rep: “When I feel comfortable…8”

Second call
Same question
Male rep: “10”

A “10?”  Really?  A “10?” You are perfect in person?  No faults? Are you a demi-god or should we take away the demi and go all of the way?

This is NOT an anomaly.  This scenario is repeated on a constant basis.  The same confidence that borders cockiness in men is what makes them successful in sales.  At the same time, it drives us nuts as managers.  As much as we’d like to point out their faults, we are dealing with their strengths at the same time.

Funny day.

Posted by Bill Farquharson on November 7, 2007 | Comments (0)