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Summary: Surveys have shown that virtually 100% of those in the sales profession think they are extremely competent. But those are just surveys of what salespeople think, not actually how competent they are.

Just how competent are you as a sales professional? Read the descriptions below to learn more about the four categories of competency. Being honest in your self-assessment will give you a springboard for improvement.

Competency Level 1, Blind and Unknowing - This salesperson has no awareness that they have little or no sales knowledge and skills. They don’t know much about sales and don’t realize they don’t. Ironically, as a result of their lack of understanding and knowledge, they think they know everything. Just like teenagers, they think they’ve got everything under control, but the reality is quite the opposite. You might see this level in very young and inexperienced salespeople.

Competency Level 2, Seeing and Unknowing - This category represents the salesperson that has realized they have some learning to do when it comes to the sales profession. They have learned through experience how limited their knowledge and skills are. Since they have an awareness of what they need to learn, they can do something to fill the gaps. Salespeople normally move from level one to level two after they’ve had a few bumps early in their sales careers. It’s the beginning of learning for them.

Competency Level 3, Blind and Knowing - The salesperson in this category has become competent in their sales skills and knowledge through experience and study. But they aren’t aware of the large amount of skill and knowledge they’ve gained along the way. They still think of themselves in the Seeing and Unknowing category. They don’t realize that they actually do know what they are talking about these days. You’ll see this in sales superstars who just can’t believe how lucky they are to be the number one salesperson month after month, year after year. Luck has nothing to do with it.

Competency Level 4, Seeing and Knowing - This is the sales professional who has worlds of experience and know-how, and knows it. He or she really knows what they are talking about, but is confident and humble in that knowledge. When you’re in this category salespeople will frequently come to you for advice and your expertise will be respected. Salespeople in this category are always looking for more things to learn; they are never satisfied.

Take a good hard look at yourself. All of us start at level one and progress forward through our careers. Knowing which category currently applies to you will help you move on to the next.

Where do you fit?

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Tags: career

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