It’s no secret that the older you get, the more you realize what you don’t know. This becomes even more evident if you get married. When I proposed to my wife many years ago, I didn’t fully grasp that I was making a very strategic decision. Sure, I chose to marry her because she was fun, I loved her, and she was super cute (still is too). To say that I married her for strategic reasons might suck some of the romance out of the story, but one thing my wife does for me that few others do is help cover my blindspots. She sees things from a different perspective, helping me grow as a person and become the best version of myself. This does mean uncomfortable conversations and disagreements at times, but in the end, she opens my eyes to things I did not understand or simply overlooked. I need that, even though I often have a hard time admitting it.
The same is true for salespeople. We all have blindspots, and sometimes we are either too proud to acknowledge them or too unaware to realize they exist. As a sales coach, I can tell you that challenging a salesperson’s perspective can be difficult. Perhaps it’s because we, as salespeople, feel the need to be the smartest person in the room (come on, admit it). But with blindspots come bad habits that prevent us from growing and improving. I know I’m biased, but every salesperson should have a sales coach (Scorecard Sales, hint hint) to uncover these blindspots and turn them into strengths. In fact, the idea of a coach is so universal that it can apply to just about anything in life. With that in mind, here are five tips to help reveal and manage your sales blindspots.
1. Seek Feedback Regularly:
One of the most effective ways to uncover blindspots is by seeking feedback from colleagues, clients, and even your competitors. Honest feedback can be uncomfortable, but it provides an external perspective that you might be missing. Regularly asking for input helps you identify areas where you might be falling short or overlooking important details.
2. Self-Reflect After Every Interaction
Take a few minutes after each sales interaction to reflect on what went well and what didn’t. Did you miss any cues from the client? Were there opportunities to upsell that you overlooked? Self-reflection helps you become more aware of your habits and tendencies, allowing you to recognize patterns that might be contributing to your blindspots.
3. Embrace Continuous Learning
The sales landscape is constantly evolving, and staying informed about new techniques, technologies, and market trends is crucial. Blindspots often develop when we rely too heavily on outdated methods or get too comfortable with our current knowledge. Committing to continuous learning keeps your skills sharp and your approach relevant.
4. Leverage Data and Analytics
In today’s data-driven world, ignoring analytics is a major blindspot. Analyzing your sales data can reveal patterns in your performance that you might not see otherwise. Are you consistently losing deals at a certain stage of the pipeline? Is there a particular type of client you struggle to close? Data can uncover these insights, allowing you to make informed adjustments.
5. Challenge Your Comfort Zone
It’s easy to stick to what you know, but growth often happens when you step out of your comfort zone. Whether it’s trying a new sales strategy, targeting a different market, or handling objections differently, pushing yourself to experiment can reveal blindspots you didn’t know existed. Being open to change and willing to take risks will help you uncover new strengths and improve areas of weakness.
