"It is a wretched taste to be gratified with mediocrity when
excellent lies before us." --Isaac Disraeli (1766-1848)
Author/Father of British Prime Minister Benjamin Disraeli
Dealerships across the land are experiencing frustration
from an invisible magnetic force disrupting sales forces and
their efficiency. Its effects are clever and expansive,
ranging from a de-motivation of effective salespeople to the
draining of business reserves. This magnetic force is
compromising. It links contentment with sub-standard
performance. Its presence spirals bright successful teams
into sleepy armies of disdain and excuse.
This magnetic force is mediocrity.
While there is no available historical data heralding the
arrival of mediocrity onto the world scene, its effects have
always been present. Psychologists suggest that at one time
or another, all individuals experience the pull of
mediocrity, a "timeless magnetic notion, fostered or refused
at the personal level." Research reveals danger in both its
magnetic social properties and in the foothold it takes in
the workplace.
When mediocrity marches onto the scene, there are no banners
or trumpets announcing its arrival. Its "intangible state of
mind", makes it most difficult for leaders to detect at
first glance. Its effects however, are instantly
recognizable. Boring product presentations, late arrivals at
work, low production rates, and unproductive daily routines
are all clear indicators of the effects of mediocrity. By
tradition it lampoons those seeking to improve themselves,
while its followers nevertheless remain unproductive. The
pull of mediocrity gradually disarms salespeople of the most
valuable asset in business, enthusiasm, and it can easily
attack management with a frustrating sword of corporate
division.
Do these effects mean that one should run or "jump ship"
when mediocrity rears its head in the workplace? Perhaps,
but not necessarily. While the causes of mediocrity are
numerous, it is an elected "state of mind" that travels with
an infected host. Running or "jumping ship" without
addressing the issue would not solve the individual's
problem. Rather, it would simply reassign that individual's
unresolved issue from one employer to another.
Colonial Captain John Mason (1586-1635) displayed his
excellent understanding of the mediocrity phenomenon, as he
painted a verbal visual, giving dimension to the dynamic.
"Mediocrity is a place that's bordered on the north by
compromise, on the south by indecision, on the east by lack
of vision, and on the west by past thinking." These four
borders give ambitious personnel practical reference points
that confine the concept. Using his visual as a map,
individuals can navigate and break the borders of mediocrity
to expand confidence, charter new enthusiasm, and stake
their claim to financial prosperity.
Border one: Break the border of Compromise Refusing to
associate with time wasting individuals is a commanding
indicator of fiscal maturity. Mediocre "time wasters" and
"dream stealers" are surprisingly structured when it comes
to recruiting others into their circle of compromise. Be
polite to them, but be aware of the "clear and present
danger" they embody. Avoid these people at all cost.
Conversely, make a conscious decision to form associations
and strategic alliances with the movers and shakers in your
field. Spend time with them. Who do you know that is a
winner? Exposure to productive people is a proven builder of
confidence and productivity, the nemesis of mediocrity.
Border two: Break the border of Indecision Indecisive
salespeople may say, "I'm not sure if I can sell this
customer or not." Decisive sales professionals break this
"border of indecision" with a confident decision-making
mentality. Walking inventory upon arrival at work is an
exceptional way to assemble this decisive nature. A keen
knowledge of inventory assures salespeople a continuous flow
of uninterrupted "quality time" with customers to confirm
buying decisions and provide quick decisive solutions for
hesitation. Indecisive salespeople snub this preparedness,
and repeatedly "check with the desk", a move that suppresses
excitement, breaks timing, and stalls critical emotional
momentum.
Border three: Break the border of Lack of vision People on
their way to the top have a clear vision of the future and
advance it daily by working from a hand-written
activity-based action plan. A daily plan is a proven
ignition source that spurs momentum-building activity,
building inner drive and focus. A daily coaching system
provides another outstanding momentum-builder. The classic
morning "one-on-one" is a verified catalyst of clear vision
for leader, manager, and salesperson, alike. Its power
should not be underestimated.
Border four: Past thinking The best salespeople know, "The
past does not equal the future". Therefore, some of
yesterday's routine sales strategies may not stir the
emotions of today's demanding customers as they once did.
Yesterday is history. Customers do not mind product
presentations. They do mind dull, boring, routine,
predictable phrases and product presentations. Live in
today's market. Renewing an old, tired product presentation
will re-kindle the excitement of both salesperson and
customer, touching vital emotions and peaking incredible
product interest. Customers shop three things: Product to
product, price to price, but most importantly, salesperson
to salesperson. Innovative product presentations with flair
and personality bring new value to a world that demands
"best price."
The most effective success techniques continue to remain
fundamental, elementary, and simple. While it is virtually
impossible to forever eliminate mediocrity, this author
believes that the power to break its magnetic grasp
ultimately lies in decision. In summary, individuals may not
be able to control mediocrity coming into their minds, but
with a little effort and preparation, anyone can control how
long it stays.
Chris Alford is a father, a North Carolina native and
founder and president of Motivate America, Inc. and Chris
Alford Concepts, two leadership training companies
specializing in dynamic educational programs. http://www.ChrisAlfordConcepts.com
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