What’re Your Sales Weaknesses

Often seeing ourselves objectively is one of the most difficult tasks. It’s ingrained within us to try to avoid bad news about ourselves, or be honest and critical as to how we measure up in comparison to our peers or where we need to be in order to achieve our goals.

How do you assess your sales acumen at the moment? Do you know where your weaknesses lie? How have you prioritised which areas of your acumen to improve?

If any or all of these questions are unanswered for you then this article is a good starting point.

I want to point your attention to a great book by Brian Tracy called “Goals” which is a fantastic read for anyone out there.

In this book Brian talks of grading your weaknesses and respectively working on them once you have identified where they lie and the extent of the weakness in question. He splits these into seven key areas which he advises to grade from 1 – weak to 10 – strong.

He discusses that leaders in their fields will obtain strengths of a grade 8 or more in each area.

For sales Brian highlights that the seven areas are:

  1. Prospecting
  2. Establishing rapport
  3. Identifying needs
  4. Presenting solutions
  5. Answering objections
  6. Closing the sale
  7. Getting resales and referrals

In my view this is a fantastic start for any sales person on their journey of self-improvement. Whilst I do feel that these seven need to be further broken down into subcategories, as a starting point this skills scoring is a fantastic tool.

You should undertake this exercise for yourself. Be honest and critical of your acumen in said areas and identify where you need to improve and then act upon it.

Self-doubt manifests from weaknesses, which if left to fester can become debilitating and develop into a self-fulfilling prophecy.

If you missed my previous article on self-doubt then do give it a read here:


Don’t just let a weakness remain, you and only you have the power to change it!

But first things first, take some time now to critique yourself. How do you rate yourself on these seven areas within sales? Once you’ve done this you’ll have an initial indication of your skills scoring for sales.

But don’t settle there. Subsequently ask your peers or your boss as to how they’d rate you in these areas. Get a cross section of opinion to give an accurate representation of your skills.

But again, don’t settle there. The key then is action.

How are you going to use this information? Now that you know where your weaknesses lie, how will you counteract them?

We can’t all become experts overnight. We at Sales Icon Coaching often recite the quote:

“The journey of a thousand miles begins with one step.”

Lao Tzu

So start today, begin incremental changes to improve in areas where your weaknesses lie or areas which you want to become stronger in. Read books, follow blogs, attend seminars etc and make sure to practice. As Malcolm Gladwell puts it, you need 10,000 hours experience in an area to become and expert.

So invest the time!

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