One of the most interesting and enjoyable exercises I perform before I engage with a new client is to conduct a full audit of the prospect’s commercial functions specifically the sales and marketing teams. One of the first results I always look for are those from the “Attitude to Change” assessment: It measures three personal characteristics, which have nothing to do with selling skills whatsoever – or so you may think.
Creativity and Flair is the ability to look outside the square and to challenge paradigms when necessary; it means, for example, the ability to create solutions to meet client’s needs, the ability to think laterally when the situation requires it and the capability to constantly think, “How can we improve this” rather than accepting the status quo.
Discipline is all about being in control; it’s about working in an organized and efficient way, setting and achieving daily/weekly/monthly/annual objectives. It’s also about having a game plan and being in charge of one’s life and understanding what one both wants and needs.
Realism is slightly more difficult to articulate, but essentially it means that all of the hurdles that are likely to be encountered on the “road to success” have been taken into account.
Realistic individuals understand that success – whatever measure is used – will not be handed to them on a plate.
How do you think you measure up? Want to find out?
You can take this very quick test, which will give you an instant result. HERE