It is a common belief that in order to increase your profitability in business you have to eliminate, or improve in, your weak areas.  While this is definitely true in some cases (such as closing ratios) it is often a waste of time.

We are of course talking about improvement on a personal level here.  A company losing customers on the back end of its business could certainly benefit from keeping it's clients longer.

However if you personally are bad at keeping customers you should delegate them to somebody on your team that isn't.

Don't try to fix yourself, it's a waste of time and energy.  Just focus on what you do well (your role or niche) and try to increase the amount of times you do it.

The bottom line is that to be successful you have to figure out what is making you money and then focus on how you can improve or replicate those results.

The following are some questions for self-evaluation:

Do I try to be someone I'm not when I'm in the sale process?  If so describe:

Do I have a false image in my mind of what it takes to be a great salesperson?  If so describe:

Based on the Sales Dogs Profile and other assessments, what attributes can I apply to sales?

What do I now understand about those things that I do well?

What do I NOT do well?

Who can I put on my team in order to help me "cover" my areas of weakness?

The better that you understand yourself the more potential for success you have.  Sit down with your team and assess your strengths and weaknesses.  Then make sure your team is structured properly for maximum efficiency.

For more on this topic please refer to our Eight Sales and Marketing Steps to Financial Freedom Training Kit.

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