For many years I felt I was a complete seller. I would not face the issues that were holding me back. I felt I understood the sales process and what it took to be successful in sales. I was wrong. Like Mrs. Johnson’s denial about her son’s marching skills, I was in denial about my skills as a seller. This denial cost me years of frustration and who knows how much money.

When I finally let go of my ego and came to grips with the (lack of) selling skills that were holding me back, I was able to improve.

Money Maker #6: Dealing with our weaknesses is painful. The good news is, when we finally deal with our weaknesses, we can improve faster than we think.

Working with salespeople, I see this same issue over and over. Sellers that evaluate their skills honestly can and do improve their results. Those who do not or will not honestly evaluate their sales skills stagnate, and have a tortuous time improving their earnings. Are you in denial?