In sales I love compounding. What's compounding? Compounding is getting some value over what you have done yesterday.

And in today's interview, I interview a sales rep who sells sales surveys, part of the Baker Communications Company.

Now I took Baker Communications along. of the as good as any. But what I love about this guest is that she rose to become the top

seller of this capability that her company acquired, this sales survey, to ferret out what sales people are good at and what they're not good at and how to get them to be better.

Now whether you believe in this approach or not, it's not the point of this interview

I think the point of this interview is how do we get better at sales and to do

that we have to become better salespeople.

Too many people just think it's getting a better job or territory.

Those all things help, but nothing helps more than us becoming better salespeople. And to do that we have to learn new

skills but we also have to learn about our personality quirks. Now you can look at these quirks as a judgment of you. That's the wrong

way to look at it though. Think of it as a gift, a present, something that could really change your life if you are only

aware of it. Now, we probably have three to five of these and most salespeople it's listening

focusing on questions instead of statements of remembering to keep the call on track, really understanding the client.

There's just a whole bunch of them.

What I did in my career is I came up with my own list.

When I saw a particular great salesperson, I would make a little matrix of, you know,

what characteristics do they have?

What skills do they have? What do they do that's better than what I'm doing?

And then I'd break it down into little pieces and come up with a little plan of making it a habit and part of my personality.

And I got better and then I made more money.

See how it works?

It's beautiful.

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