Knowing your strengths

I'm recruiting for quite a few sales roles at the moment; consequently, I am speaking with a large number of sales professionals. I have to admit though, that I am amazed of the number of people that don't know how to sell themselves, or don't really mean what this means, or they don't really care. I am not sure which one of these is the prevalent one yet. I am saying this as I can't really believe that a person with a good track record and several years experience in selling a product or service, doesn't really know what it is that got them there. The vast majority of people have one simple answer: building relationships.

Every time that I pick up the phone and ask a sales professional what are the things they attribute their success to I am hoping I will hear something else, something honest, something that would make me remember that candidate, and still ...same answer. I know that building relationships and understanding the client's needs is key, especially in the medical market, but what I am trying to find out is what makes you good at this? What attitudes, abilities, skills? What is it that gets you in at the point of starting and developing a business relationship? Doesn't someone, as a professional, ever really stop to ask himself/ herself what is it that brings them success? What is it that they need to develop further in order to be better and do better?

Do people not realise that showing self-knowledge and awareness of their abilities inspire trust, interest and potential in the eye of an employer? Is knowing someone's strengths not the thing that helps that person be better than he/she already is? I would like people to know how important this is for their careers and in a job application. It would be so helpful if candidates would take a moment and really think about this for the next time they are speaking to an employer or a recruiter. I for one, would be so grateful and if you have any thoughts you would like to share directly with us here at Delta please either contact myself, Alexandra Catana on or drop a line to