What could another salesperson do with your same territory? If someone else was given your territory, how would they go about making more of it than you are now? If it’s your territory, how do you make it your territory?
If another salesperson had your same set of dream clients, what would they do to nurture and pursue those prospects that you are not doing now? How would their approach differ from yours? Is there something that they might do that would produce better results than you are producing now?
Some of the contacts within your prospect accounts aren’t easy to get ahold of, and they aren’t easy to pin down for an appointment. If a new salesperson was given your contacts and told to pursue them, how would they approach that task so that they could produce the most meaningful appointments over the shortest amount of time?
If another salesperson was working on the opportunities in your pipeline, what would they do to make sure that they win those accounts that you are not already doing? How would their approach help them win more of those opportunities? How would they handle all the challenges that you struggle with in a way that is different from your approach?