Don’t compare yourself to others. Have you ever heard that advice? Well, it’s wrong.
In sales you do want to compare yourself to others. That is if you want to get better. So look around at the best salespeople. What are they doing better than you are? I recently met with a successful insurance professional. He said he noticed that the best in his industry were speaking to grow their business. He watched one of his competitors who was his equal. Six months later this competitor was clearly superior to him.
Did this successful professional become immobilized at this discovery? No. He asked the competitor what he did to become so good. His competitor shared that he joined the National Speakers Association and had learned many new strategies that improved his performance. That’s what he then did, too.
You have to find out what the competition is doing to outperform you if you want to get better in sales. Are you courageous enough to ask?