What Skill Gaps Do You Have That Truly Make You Successful In Sales?

• When was the last time you did a personal sales skills audit?

• How do you measure your skills progress?

• Are you working on the right things to move the needle?

• How do you measure your progress in certain, critical areas?

These are the questions I started asking myself a few months ago. And to be honest, I didn’t have great answers at first.

So I began digging deeper…

• What are the key attributes I need to double down on right now to get me to the next level?

• Where should my focus be over the next 90 days?

• What do my clients actually need from me today. Not next year, not in theory, but right now?

This line of thinking led me to list out he skills i believed I needed to have to be successful which lead to this Sales Skills Scorecard. A simple, honest tool to help salespeople like me (and maybe you) get clear on where they stand, and what to work on next.

What is it?

It’s a self-assessment skills tool that helps you score yourself across the core competencies that matter in your modern sales role. Things like preparation, customer insight, critical thinking, problem-solving, and follow-through. Its designed to help you quiet the noise in your head of what you should be focusing on to get the best possible results.

There are 2 scoring mechanisms for you:

First: An arbitrary rating of 1-7 of where you see yourself ranking how good you are at something. 1 being early in the game and very foundational, 7 being a mastermind-gandalf-you're-a-wizard-harry badass at it.

Second: This part is to assess how critical a certain area is for your role in particular at this moment in time. 1 being the leat critical, 3 being the most critical.

So if you're ranking a 1/7 and 3/3 for cultural awareness after stepping into a new role in a new location, the you know where you've got to focus!

How can I modify it for me?

It’s fully editable! Simply make a copy into your own drive. Depending on your role, industry, or seniority, you can tweak the scorecard to better reflect your current context. What matters most to your customers should guide how you use it. You can work this out either via speaking to the customers you have won, or by observing the top performers in your company.

How do I use it?

Block out 10-15 minutes. Go somewhere quiet. Fill it out with complete honesty... no one’s watching. The goal is self-awareness, not self-praise, so that you can honestly identify what you feel you need to work on.

Once I’ve filled it out, what then?

This is the good part. Look at your lowest-scoring areas and pick just one to focus on over the next two weeks. Create a mini plan. Track progress. Then reassess. NOTE: For the best possible results you can walk through this with your manager during your 1:1s, or a second good option is to ask a senior, successful member of the team as a peer-review.

This action is powerful for 3 reasons:

1. It really-really-really encourages you to be honest.

2. It shows to your management that you are proactive and want to improve.

3. It raises the the standard for the team.

This is a tale as old as time...We’re in a new era of sales and business. AI is transforming how buyers (like me) make decisions. Using rapid research tools to analyse, compare, validate and tear-down everything thats being told to us by sales folks to make sure we are getting the best possible solution at the best possible price.

This current wave of AI is no BS. It's unrelenting. The speed of development and adoption across all industries is having a whiplash effect on everyone.

Which means the best salespeople today aren’t just closers. They’re domain experts, trusted advisors, and strategic thinkers.

This scorecard was built with that in mind. Use it. Modify it. Share it with your team. Just don’t let your growth plateau. Build on it and make it better.

Better yet, throw it into ChatGPT, DeepSeek or something else and prompt the hell out of it to make it into a dashboard (although that'll have probably already been done by the time this comes out).

You can download your Sales Skills Assessment on the Resources page HERE

If you'd like to discuss your scorecard or need some help filling it up and going through the results, you can get me at:

greg@gregorymeehan.com or; find me on LinkedIn