*This article was written by Ray Reed and is addressed to sales team leaders.
In my upcoming book "Simplifying Complexities," I discuss the phenomenon of "Plateauing," a critical challenge for both individuals and organizations alike.
This phase signifies a point where growth encounters a visible obstacle, causing progress to flatten despite all efforts - and typically as a result of underlying reasons that remain maddeningly elusive. This situation can breed frustration for everyone involved if not handled correctly, so let's delve into the right (and wrong) way to address this problem.
While Plateauing can manifest at both organizational and team levels, it is more commonly observed at the team level, where it becomes a problematic focal point for team leaders.The repercussions of Plateauing can be significant, as it can trigger a cycle in which proficient salespersons choose to leave the team, leading to what is often-termed as a "fire sale" scenario and the team must do a reset to regain lost momentum.
As a seasoned leader, you're likely familiar with the knee-jerk response to Plateauing: that is, to increase managerial oversight. Ultimately however, this level of micromanagement is inadvisable, as it can negatively impact your team’s morale and productivity levels. Instead, a strategic and thoughtful approach is required to beat the Plateau.
One of the most critical aspects to consider when experiencing a Plateau is the efficacy (or lack thereof) of your sales training and coaching programs. Are they customized specifically for your leadership, your team members, and your industry-specific goals? Or are they generic company-wide initiatives? A tailored approach is wise because it will ensure that your training programs are aligned with the unique requirements and challenges of your industry. Whether you're developing a comprehensive training program from scratch or refining an existing one, the goal is to simplify the sales process for your team while enhancing scalability. Effective training not only equips new hires with the necessary skills and knowledge but also empowers them to navigate complexities with confidence, thereby contributing effectively to the company's growth trajectory.
If one of the challenges you're facing is a lack of access to robust sales training programs, I invite you to reach out to Focusing Forward to set up a time for us to discuss how we can collaborate to overcome the Plateau and drive your team towards sustainable growth.
To schedule a free intro call with me, Ray Reed, please email our scheduling point person at teal@focusingforwardconsult.com and let her know you’d like to schedule a chat with me.
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