What could another salesperson do with your same territory? If someone else was given your territory, how would they go about making more of it than you are now? If it’s your territory, how do you make it your territory?
If another salesperson had your same set of dream clients, what would they do to nurture and pursue those prospects that you are not doing now? How would their approach differ from yours? Is there something that they might do that would produce better results than you are producing now?
Some of the contacts within your prospect accounts aren’t easy to get ahold of, and they aren’t easy to pin down for an appointment. If a new salesperson was given your contacts and told to pursue them, how would they approach that task so that they could produce the most meaningful appointments over the shortest amount of time?
If another salesperson was working on the opportunities in your pipeline, what would they do to make sure that they win those accounts that you are not already doing? How would their approach help them win more of those opportunities? How would they handle all the challenges that you struggle with in a way that is different from your approach?
What Would Someone Else Do?
There is power in answering these questions. Doing so requires you begin with the belief that someone else could do something different and produce a better result. Thinking through these questions also requires that you face the reality that you could be doing these same things, but you are likely resisting them because you don’t want to do them, don’t like to do them, and wish you didn’t have to.
The question is, “If you wanted better results than you are producing now, would you do these things?” If you answer in the negative, then you aren’t willing to do what is necessary to produce better results. If you are unwilling, know that another salesperson can do these things, and they are willing.