Congruence! Are you in or out?
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I personally use the Congruence Model to evaluate my activity and performance at the end of each week. I look at what I accomplished, what I failed to accomplish, the sales engagements that I actively pursued and especially those that I barely touched or even avoided. Then, using the Congruence Worksheet below, I honestly rate myself on each dimension of the Congruence Model. I challenge myself to figure out which of the five dimensions might possibly score low and be out of congruence based on my thoughts or circumstances from the week. I then, consider how that incongruence may have limited my performance during the week and what I need to do the next week to fix it. Likewise, I look for areas that score high and are congruent. I remind myself of how that may have helped my performance and commit to repeating those beliefs and behaviors the next week.
Now it’s your turn. Reflect on your performance over the past week. Then, download the document below and assess how your congruence may have been a factor.
Sales Congruence
Selling in today’s environment requires more than product knowledge and skills. Your beliefs, values and genuine desire to create value for customers are often more influential.
The Sales Congruence Model™ identifies five dimensions that influence sales effectiveness.
5 Dimensions of Congruence
View of Selling
I believe sales is a noble profession that creates value
for customers.
View of Abilities
I have the skills and abilities to
be highly successful in sales.
Values
A high degree of sincerity, integrity and honesty is evident
in my sales behaviors.
Commitment to Activities
I understand all the activities necessary for success and diligently do them.
Belief in Product
I believe our products and services create value for customers.
Coaching Conversation Guide
Get your team together to Discuss the follow questions:
What factors are likely to influence your sense of congruence?
(ie. market disruptions, customer comments, product failures, losses, etc.)What can you do this week to enhance your congruence? How can you directly translate that into increased sales performance?
Considering the 5 dimensions, where do you find yourself potentially out of congruence? Can you explain why that might happen?
Which of the dimension(s) would you consider a strength? How has that impacted your performance? (Give an example)