Why Your Sales Aren't Growing the Way You Would Like Them To

(It's Not Why You Think)


Okay, here’s something you may have never heard before, but it’s critical to understanding how you can get your people, your organization and yourself to grow:
The most powerful force in human nature is to remain consistent with the identity you hold of yourself.
The Cycle of Performance as outlined in the article, The Only Proven Way to Turn an Average Sales Person into an Outstanding One Sales Professional, describes the four phases every person goes through in order to grow. A person must go through Inception, Deception, and Transformation before reaching Identity �" the fourth and final phase of growth.
Identity is the combination of beliefs, values, habits, and conditioning that you’ve unconsciously created as a syntax for your life.
Just think of all the wonderful opportunities for growth that would occur if you could change your people’s identity so that it aligns with your organization’s vision.
Once your people align with your company’s vision, you have to support them through the cycle of performance to Identity. There’s no way around the cycle.
You start by identifying where your people are emotionally. We find that most teams that are not working up to their potential are in Deception. But regardless of what stage they’re in, they have to get to the fourth stage, Identity, to “own” their new belief systems and habits.
An easy way to illustrate what it takes for personal and organizational growth to occur is to think of springtime.
In nature growth occurs in the spring, right? That’s when conditions are favorable for things to bloom. Well, the same is true in business. An organization can grow only when conditions support its growth.
Idris Grant
ABOUT THE AUTHOR
Idris Grant> all articles
Mr. Grant currently holds the position of President for National Association of Sales Professionals, an association offering sales training, certification, and an online sales library to its members. He is a seasoned entrepreneur that has built and sold companies. His strategic and technical leadership has driven NASP to the largest online community dedicated to sales and influence, offering a feature-rich social networking platform and industry changing certification/training programs. He is the driving force behind the entire project.
  • /data/userPictures/C28AC75B-7519-4A06-B55F-760AE5B87022.jpgMichael Ogundare7/17/2019 10:04:02 PM
    Idris --

    You gave a very relevant and illustrative analogy of how a high performing team would look like using a natural phenomenon. Gong by the spring analogy, couple of factors came to mind. I can already see that for such a team to be in cadence of the cycle of performance. During spring, the ground nutrient and the weather is available and conducive for plants and animal to thrive. By the same reasoning, certain conditions have to be in place that engenders performance for teams.

    For example, a team itself will not be performing without the proper mix of experience, the availability of coaches, and buy-in by members. Having Coaches in team is commonplace especially when a new method such as NASP or Agile is been implemented. The Coach ensure consistent application of the framework when vision are being decomposed into achievable outcomes, prevent team as a whole and members from regressing back to old habits.

  • /data/userPictures/C2D1D250-1029-4E2A-A6B5-D5B3AB016C5F.jpgFabiola Sutherland5/20/2020 2:46:34 PM
    The analogy is always a perfect way to reinforce the explanation, putting in a better visual creatively.
    Thank you for the article.

  • /data/userPictures/C2D1D250-1029-4E2A-A6B5-D5B3AB016C5F.jpgFabiola Sutherland5/20/2020 2:49:16 PM
    The analogy is always a perfect way to reinforce the explanation, putting in a better visual creatively.
    Thank you for the article.