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42 FEDA News & Views As a professional salesperson, you should constantly be stretching yourself toward continuous improvement. This quiz will help you determine where you stand in relation to the "superstar salesperson," and identify areas needing improvement. Give yourself an honest appraisal by scoring yourself on the following questions. 3= I'm doing this now, consistently. 2= I'm doing this now, occasionally. 1= I don't do this now, but I'm willing to start. 0= I'm not interested in doing this. Personal Goals ____ I have a written one-year plan. ____ I have a tracking and reporting system to monitor performance to plan. ____ I incorporate life goals beyond pure business goals. ____ I know the daily/weekly/monthly actions necessary to reach key objectives. ____ I start off each day with a detailed to-do list. ____ I follow a disciplined time-management system. ____ I have the necessary patience, realizing superstar results come from a process not an event. Marketing Goals ____ I try new and innovative marketing ideas. ____ I understand and implement an effective "perception of value" campaign. ____ I have an ongoing "touch system" to stay visibly in front of my market. ____ I evaluate my competition to gain and implement new, winning ideas. ____ I spend at least 50 percent of my time each week talking with prospects, customers and clients. ____ I seek out and develop niche markets to expand my marketing and business reach. Business Development Goals ____ I approach new markets and new business sources regularly. ____ I identify a "Prospect Basket" of candidates to do new business with, and weekly pursue a specific quantity, including a proactive follow-up. ____ I practice "Model the Masters" by brainstorming with other superstar sales professionals in my business. ____ I am actively involved in both trade associations and community groups to ensure visibility. Customers for Life Goals ____ I calculate the lifetime value of customers. ____ I am selective in whom I work with and manage my time accordingly. ____ I maintain a database of standard form letters for typical customer contact points. ____ I provide value-added suggestions, ideas and tools to help your database be more successful, and enhance my relationships. Referral Goals ____ I create the "Great First Impression." Make it easy for first-time customers to be enthusiastic about referring business opportunities to me. ____ I have a formal plan and process for asking for referrals at different stages where appropriate. ____ I refer business to clients whenever possible. Entrepreneur Behavior ____ I treat my book of business as if it were a business. ____ I invest in your business and marketing efforts and don't wait for the company to do so. Sales Professionals, Take This Sales Superstar Potential Quiz By Jack Daly, Sales & Sales Management Trainer