Sir Ken Robinson wrote a book called “Finding Your Element” that I recommend to all sales leaders I work with. You can find it here.

The essence of it is that all of us have that specific area that we are uniquely competent in. (Dan Sullivan, The Strategic Coach, calls it your “unique ability.”) Robinson says it’s where “natural talent meets personal passion.”

This notion came to mind recently, when I watched a series of sales presentations given by a sales team. They were presenting their 2015 Business Plans, which by the way, is an awesome way to give people practice at presenting as they work through plans.

I see the mistake lots of sales leaders make which is putting people in roles where they fail to use their element. While impossible to spend 100% of our time in our element, it’s useful for leaders to do a quick assessment on each of your people – to see where their strengths are.

And then ask the question: Are we using him/her in the best possible way? 

And if not, what do we need to do to make sure they are spending more time in their element?

In my coaching practice, I often get asked to turn someone into a top sales performer. But if it isn’t their element, it’s a waste of time.

So do a quick survey on your people and come away from that with a plan of emphasizing people spend more time doing what they’re naturally great at.