{"id":2029,"date":"2009-05-20T16:18:00","date_gmt":"2009-05-20T21:18:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2009\/05\/preset-for-mediocrity\/"},"modified":"2009-05-20T16:10:29","modified_gmt":"2009-05-20T21:10:29","slug":"preset-for-mediocrity","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2009\/05\/preset-for-mediocrity\/","title":{"rendered":"Preset For Mediocrity"},"content":{"rendered":"<p><a href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?usr=SP9477331254&amp;NLid=1&amp;Layout_ID=894&amp;ARTid=3973&amp;nDate=May+18%2C+2009\" target=\"_blank\">SellingPower.com\u2019s article<\/a> deals with something we have seen throughout our many years of sales assessing, hiring and coaching \u2013 financial comfort zones.\u00a0 Here is a good explanation of it from the article (emphasis mine):<\/p>\n<blockquote><p>Eker stumbled on the concept of financial blueprints while running his first company, a fitness business. In that business, his trainers often referred to a body&#8217;s &#8220;set point,&#8221; or the metabolic rate at which a body is comfortable. Eker, looking back over his financial history one day, realized that again and again he followed the same financial pattern of making a lot of money and then losing it. Up and down, up and down for fifteen years. &#8220;Wow,&#8221; he thought. <strong>&#8220;In the same way we have a set point with weight, we must have a set point with money.&#8221;<\/strong> His follow-on observations of others confirmed his theory, that everyone has a financial set point they unconsciously return to all their lives.<\/p><\/blockquote>\n<p>So true \u2013 this plays out time and again in the sales world.\u00a0 Salespeople often get caught in a stagnant mode once they hit their financial set point.\u00a0 They stop prospecting, they find busy paperwork, they fine-tune tasks\u2026essentially their behavior goes into cruise control.<\/p>\n<p>When hiring salespeople, it is important to dig for this set point.\u00a0 Typically a candidate will not provide it willingly, but you can pursue their past successes.\u00a0 It is perfectly legitimate to ask for a previous W2.\u00a0 It is always valuable to delve into the largest deals they closed and the commission they earned.<\/p>\n<p>A candidate with enough of a history will show distinct financial set points that you can then determine if they are a fit for your position.\u00a0 One last thought is that this set point works 2 ways \u2013 you won\u2019t retain a salesperson in a $75K position when their set point is $150K.\u00a0 If your compensation plan is inflexible, capped or unattainable, they will leave once they realize the ceiling.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>SellingPower.com\u2019s article deals with something we have seen throughout our many years of sales assessing, hiring and coaching \u2013 financial comfort zones.\u00a0 Here is a good explanation of it from the article (emphasis mine): Eker stumbled on the concept of financial blueprints while running his first company, a fitness business. In that business, his trainers often referred to a body&#8217;s &#8220;set point,&#8221; or the metabolic rate at which a body is comfortable. Eker, looking back over his financial history one day, realized that again and again he followed the same financial pattern of making a lot of money and then losing it. Up and down, up and down for fifteen&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2009\/05\/preset-for-mediocrity\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[20,4],"tags":[1329,1328,877,121,506,1327],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-wJ","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2029"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2029"}],"version-history":[{"count":1,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2029\/revisions"}],"predecessor-version":[{"id":2030,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2029\/revisions\/2030"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2029"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2029"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2029"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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