Where do you struggle most?

Too often we can find ourselves falling back on the excuse that we simply can’t change. Well, that’s not true, you can change if and when you really want to.

Over the last few months I have been working a lot with Pitney Bowes helping them train their sales force. After one of these sessions Kevin Fancy, Pitney Bowes Vice President, came to speak to his team and he asked them where do they struggle the most?” His point was, “If you really want to make great strides in your business then master your weakness.”

So when you think about all the things you need to do in order for you to “Master your Marketplace” where do you struggle the most? Is it time management, selling, networking, organizational skills or follow up? Whatever it is I want you to pick the one thing that is your real nemesis and make a commitment to make it your strength. Commit yourself to become absolutely brilliant at it. Invest the time, the energy and dedication to making this weakness your greatest ally. Kevin spoke about how his organizational skills used to be a real challenge for him so he became obsessed with being brilliant at it. Now, today if you walk into his office it’s almost scary, everything is neat, organized and he is a man who is on top of his business… and it shows!

Too often we can find ourselves falling back on the excuse that we simply can’t change. Well, that’s not true, you can change if and when you really want to.

If I were to ask you how much business you’ve lost because of your weakness, what would your answer be? Would it be 10, 20, 30%? When I think about my own personal experience I bet you I could double my business.

Now you may have heard others say that you should simply delegate the stuff that you are lousy at and that’s a valid option too. However I believe there are certain skills that each of us have to take personal responsibility for. So, in this exercise I am really focused on challenging you to improve one of the core competencies that every successful business professional needs to have. You can’t always delegate someone to return all of your calls, ensure you are on time, treat customers nicer or dress you properly. That was Kevin’s point. We all need to take some of this responsibility ourself.

This month my personal challenge is I am going to become brilliant at generating leads for my business. My partner, Steve White, commits to a minimum of one client meeting everyday that he is not billable. Adopting his strategy will surely help me grow my leads. If you have other suggestions that might help I would appreciate hearing from you.

Make a commitment this month to pick one thing that you need to improve upon and make it your strength. Seek out guidance from others you admire, make it a topic of conversation when you are out for lunch, do whatever it takes to change your current behaviour. The process may be painful but I guarantee that the business you generate will surely help to ease that pain!

Curt Skene