17 Questions to Self-Assess and Elevate Your Performance
Welcome to a deep dive into what it really means to have a sales hunter mindset. Whether you’re new to sales or a seasoned pro, these 17 questions break down each element of the mindset that separates top performers from the rest.
1. Are You Deliberate With How You Start Your Day?
Top-performing sales professionals start their day with purpose. They follow a set routine that anchors their mindset and sets the tone. Rushed mornings lead to reactive days—something top sales hunters avoid at all costs.
2. Do You Set Clear Objectives Before Your Day Begins?
Every successful day in sales starts with a plan. If you’re not outlining your key objectives before the day starts, you’re letting your calendar control you—not the other way around.
3. Do You End Each Day by Updating Your CRM and Planning Tomorrow?
The phrase “tomorrow begins today” rings true. Wrap up your day by ensuring your CRM is up to date and your next day’s action items are locked in.
4. Do You Know Your Daily Success Metric?
Top salespeople know their key metric. For me, it’s five meaningful conversations per day—with prospects, customers, or referral sources. Define yours, and track it religiously.
5. Is Your Pipeline Large Enough to Hit Your Quota?
Too many sales reps don’t understand the size their pipeline needs to be. Know your close ratio and multiply your quota accordingly—usually 3.5x to 4x, minimum.
6. Is Your CRM Always Open and Working for You?
Your CRM isn’t a “gotcha” tool—it’s your assistant. Keep it open, updated, and integrated into your daily workflow. Top performers treat it as mission-critical.
7. Do You Actually Follow Through on Your Follow-Up?
Automated follow-ups aren’t enough. A true sales hunter personalizes, follows up intentionally, and listens. Your follow-up strategy should reflect care, not just cadence.
8. Do You Know Your Lead-to-Customer Conversion Rate?
You can’t close what you didn’t properly qualify. Understanding what percentage of your leads turn into customers helps you reverse-engineer your prospecting needs.
9. Do You Track the Number of Touches to Convert a Prospect?
From first contact to closed deal, how many touchpoints does it take? Understanding this helps you plan more effectively and close more deals with less frustration.
10. Do You Have a Real Referral Process?
Referrals are sales gold—but most reps don’t work a structured referral process. Are you asking at the right moments and making it part of your regular workflow?
11. How Often Do You Give Referrals?
If you want referrals, start giving them. It’s not about trading favors—it’s about creating a network of goodwill that eventually circles back to benefit you.
→ Read: 10 Ways to Get More Referrals
12. What Percentage of Your Leads Fit Your Ideal Customer Profile (ICP)?
You need a clear, strict ICP filter. If a lead doesn’t meet at least 7 out of 10 of your criteria, don’t waste your time chasing it. Focus on those with real potential.
13. Are You Actively Outbound Prospecting?
Inbound leads and repeat business are great, but outbound prospecting builds long-term resilience. It’s a skill you must keep sharp—because when your inbound dries up, you need to hunt.
14. How Much of Your Business Comes From Existing Customers?
Knowing what portion of your revenue is recurring helps you build smarter projections. But don’t get complacent—always aim to over-deliver in new business.
15. What’s Your Process for Staying Motivated?
Sales has highs and lows. Top performers smooth out the emotional roller coaster by staying focused on the process—not the results—and keeping a strong “why” front and center.
16. Do You Have an Accountability Partner or Mastermind Group?
Even elite athletes have coaches. You need someone who holds you accountable—whether it’s a peer, coach, or mastermind group. It’s the #1 thing top sales pros credit for their edge.
→ Learn about the Sales Logic Mastermind and join today at this link.
17. Are You Constantly Improving Your Industry and Sales Knowledge?
The best never stop learning. Stay current on your industry trends, sharpen your skills, and stay relevant. Stagnation is the enemy of a sales hunter mindset.
→Check out a course at The Sales Hunter University to sharpen your sales skills. Where do you need most help? Email Prospecting? Follow-up? Referrals? We’ve got it all.
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Mark challenges you to rethink your sales strategy by expanding your pipeline from 3.5X to a daunting 6X volume.
Find episode #299 wherever you download podcasts!
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w/ Mark Hunter
Mark shares insights on how to remain a relevant and valuable resource for your customers, even amidst challenges like tariffs and supply chain disruptions.
Episode #300 is out now!
Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
