Maturity Continuum of a Sales Person

While trying to create a sustainable model of sales training, we did a literature review for past 8 decades to understand the common denominator of success at different points of time.

What we found was, the key trait of a successful sales person is their adaptive capabilities.

This got us wondering, if being adaptive is the highest level of efficiency after the sales person has matured in their profession, what were they before they reach this stage.

Modelling on the basis of Dr Steven Covey’s 7 habits of highly successful people which dwells on the concept of Maturity Continuum of an Individual, we learnt that the maturity continuum model can be applied to the evolution of a sales person and explain their sales behaviors and development needs.

The 4 stages in the maturity continuum of a sales person consists of Dependent stage, Co- dependent stage, Independent and inter dependence.

It is said that only 3% of sales people operate at adaptive level, about 17% are at proactive level and rest are equally shared between Reactive and Inactive level.

The Below table describes the various aspects of their behaviors and developmental needs

At every state their behaviors are defined by their drivers and the coping mechanisms act as defense mechanisms. The success of a sales training lies in effectively migrating the sales person through each stage.

The good news is many people have done it in the past and we have unlocked the secret behind the successful migration and developed a very comprehensive and rigorous intervention for building adaptive capabilities.

If you want to know how we can help you achieve this transformation in your sales teams, write us at info@3keyfactors.in

S V Balaji – 9346753330
Capt Krishna Ved – 9885571740