AlfordA force is weakening team performance in the RV world. The force gradually numbs production, eroding business profits like rust eating a nail. It marries sub-standard performance to contentment and lulls bright teams into sleepy armies of denial and excuse.
This force is mediocrity.
Everyone experiences mediocrity. Psychologists describe it as a “timeless magnetic notion, fostered or refused at the personal level.” Research reveals danger in both its magnetic social properties and its foothold in the workplace.
While gross profit hides a multitude of sins, heavy traffic and sales are perfect covers for mediocrity to gradually slip in. No banners. No trumpets. But its effects are instantly recognizable. Late arrivals at work, shortcuts, excuses, boring presentations, and unproductive routines point to mediocrity.
Real life conspires against positive change, meaning that mediocrity attacks individuals seeking to improve themselves. The creeping pull robs its victim of the most valuable assets in business: Focus and enthusiasm.
Do these effects mean that you should jump ship when mediocrity rears its head? No. While the causes of mediocrity are numerous, it is, after all, an elected state of mind that travels with an infected host. Jumping ship without addressing the issue would not solve the individual’s problem. It would simply reassign that person’s unresolved issue from one employer to another. What to do?
Colonial Capt. John Mason demonstrated his understanding of the phenomenon: “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.”
Using this guide, anyone can break the borders of mediocrity, expand confidence, rekindle enthusiasm, and grow profits.
On the north: Break the border of compromise
Refusing to associate with time-wasting individuals in the workplace demonstrates sales maturity. Be aware of time wasters and dream stealers. Their camp recruits others into compromise. To break the border of compromise, create your own camp. Work to for associations with the proven producers on your sales team. Having a cup of coffee with a proven producer gives you the opportunity to learn what they know. The meeting will likely not reveal a businessperson in front of you but a kindred spirit. Who do you know that is a winner? Ask what makes them successful. Exposure to productive people breeds productivity for all. Winners know. Winners take action. Action breeds production. Production breaks compromise. The results eliminate mediocrity.
On the south: Break the border of indecision
Decisive professionals use focus to break through indecision. The best of the best lead the customer instead of following. Walking inventory upon arrival at work is a great way to begin. Know your floor plans. Know where things are. Knowledge of a competitor’s product underscores your decisiveness, confidence, and credibility. Professionals know their competition. Do your homework. Know exactly why customers should buy your RV. The effort prepares you to provide your customer with quick solutions. Indecisive sales people snub this preparedness and repeatedly have to check with the sales desk. This habit suppresses customer excitement, drags out time, and stalls emotional momentum. Take action. Know your product. Know your competition. Learn to trust your instincts. Be prepared. Be decisive.
On the east: Break the border of lack of vision
People on their way to the top have a clear vision of the future and an action plan to advance it. Company vision woven into the minds of front line troops creates stability. Preach the vision, crusade it, explain it, revisit it, and preach it again. People follow leaders with a vision. Leaders that communicate a clear vision of destiny generate deep team loyalty. Put personal goals in writing. Clear goals narrow player focus and ignite production activity. A daily plan builds inner drive and momentum. Daily coaching builds momentum. The classic morning one-on-one is a proven motivator for anyone in the RV world. It allows managers, owners, and others to address behavior patterns, recognize performance, and correct behavior. The magic happens as the vision takes shape. Its power should not be underestimated.
On the west: Break the border of past thinking
The best of the best in sales know this: Past performance does not predict future productivity. Some of yesterday’s sales strategies may not stir the emotions of today’s customers. Customers do not mind presentations. What they do mind is dull, boring, uninspired presentations. Today’s market requires that we sell the way the customer buys. Teams that embrace that concept own their markets. Adapt and update your processes. A careful review and revamping of past sales processes will spark new excitement. Revamped presentations stir vital emotions and maximize customer interest. Customers shop three things: Unit to unit, price to price, but most importantly, sales person to sales person. Innovative presentations that make the customer think, “That’s what I want!” build uncommon value in a world demanding best price. Sell the way that the customer buys.
The most effective success techniques are simple. The power to overcome the magnetic grasp of mediocrity is in your hands. Don’t be drawn in. Break out.
Chris Alford is a father, a North Carolina native, and a 30-year veteran public leadership speaker. He is a requested RVDA presenter and conducts high-energy events that grow sales and personal leadership. Chris’ articles have helped thousands of readers improve profitability by ‘Making Success Simple.’ He can be reached at tutvoice1@gmail.com.
