Ask Sue
A Weekly Q&A Column About Professionalism, Etiquette and Problems in the Workplace
by Sue Morem

Evaluating Yourself

Dear Sue: I hope you can help me. I am still young, and so far don’t have a very good track record. Currently, I am working in sales and finding it very difficult to make my quota. I have done everything I am supposed to do and should be doing better than I am. There is this guy I work with that everyone loves. He is the top sales person and seems to do no wrong. I don’t think he is any smarter than me, and I know for a fact he took off to golf a lot this summer, yet he is always the top sales person. I don’t get it – it all seems so easy for him. I am working hard, but not getting anywhere.

– Struggling

Sue Says: This super salesperson may have that special something that is hard to define; likeability and charisma. Even though you may be doing and saying everything the right way, it does not guarantee your success. If people don’t like you and respond to you, you won’t have as many opportunities, and may find yourself struggling throughout your entire career. The guy you work with may have an advantage that he knowingly or unknowingly takes advantage of – the fact that people respond positively to him.

There will always be people who defy the odds; despicable characters who end up being successful in spite of some of the things they do. However, the truth is that most successful people, especially sales people, understand the importance of building relationships, and the respect that comes with caring for and about others.

The first thing you need to do is to have a talk with your sales manager. Ask for feedback on how you are doing, and ask for help. Second, ask the super salesperson, who you say is not smarter than you and works no harder, to go to lunch. Get to know him and learn from him. Perhaps he would be willing to mentor you. Spending time and others who are successful will help you. Next, take a quick inventory of yourself and honestly respond to the following questions:

• Do you like people?
• Do people like you?
• Are you a good listener?
• Do people confide in you?
• Do you compliment others easily?
• Do you smile often?
• Do others seem genuinely happy to see you?
• Do you look on the bright side of things?

If you answered yes to most of the questions, it is probable that you are a fairly likeable person, but pay close attention to the messages, often unspoken, that you receive from others.

Frequently people will come up to me after I’ve given a seminar and ask me for feedback. They want me to assess how they are doing and how well they come across. I rarely critique anyone without a specific objective, but can tell anyone how to critique and evaluate him- or herself. We all receive feedback from others every day, but sometimes we fail to notice what people are telling us. The feedback is evident by the way people respond to you, and ultimately whether or not they do business with you. Begin to pay close attention to the messages others send and find ways to connect with people in a sincere manner.

When you make people feel valued, they will value you. If you re pleasant to work with and make other people feel good about themselves, you will have an advantage. Get into the habit of recognizing the good in people and bringing out the best in others. Give yourself the gift of liking people and develop the habit of being positive and enthusiastic. The rewards will be abundant and ultimately, you will enjoy what you do and increase your sales.

Sue Morem is a professional speaker, trainer and syndicated columnist. She is author of the newly released 101 Tips for Graduates and How to Gain the Professional Edge, Second Edition. You can contact her by email at asksue@suemorem.com or visit her web site at http://www.suemorem.com. 

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