I would challenge them to be the best version of themselves. You know I think it first just starts with understanding yourself what motivates you what are your strengths what are your weaknesses. I know there’s a great book out there Strengths Finder by Jim Roth I believe. Have you read that one? You know years ago but yes years ago. Yeah. You know it’s a good place to start it’s just understanding yourself. Two is understanding like what is your process. How do you go about developing your ideas for your customers. How do you go about developing your insights for them but also kind of what we talked about before is understanding when you work the best. Are you at your best in the morning. Is it the evening are you a night owl. Do you need like complete peace and quiet to work. And then three know how you’re going to deliver your recommendations or proposals to your client and what shape or form. For me it’s always I do my best when I’m in person with clients some people maybe do better over the phone. Know where you do your best work in terms of delivery. And so that will be my challenge you just figure out from yourself internally how do you best go about doing the role of sales in knowing yourself knowing the way that you’re optimized and what you truly have fun at and deliver that. And then when looking back over it the thing for me has always been Am I hitting my marks internally in terms of revenue but also am I having fun and coming across as fulfilled and for me it’s always been the curiosity of the job. But what’s been coming on for me has been the ability to take more and more risk. And so I know I’m having fun and I know when I’m doing that I’m highly differentiated and more valuable to my customers.
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More clips from Episode 1: #1 LinkedIn Account Executive – Mike Dudgeon:
Recognize your sales strengths
Enterprise account planning
Generating sales insights based on business drivers
Always work for a great sales leader
Mike Dudgeon on being LinkedIn’s Global AE of the Year
Mike’s Morning Routine
Dudgeon’s Information Diet
Sales Travel Tips
Process > Progress > Success
Internal Selling and Differentiating Yourself
Mike’s Challenge to improve your own sales results