Nagging Problem of the Plateaued Salesperson: A Meta Analysis

Abstract

The study investigated the nagging problem of the plateaued Salesperson in selected manufacturing firms in Nigeria. The survey sought the causes of plateauing, symptoms, and possible solutions. Secondary and primary sources were employed to gather
information for the study. SPSS for windows was used to analyse the data collected from the survey. The analysis of the study indicates that lack of upward mobility is the number one cause of plateauing. Salespeople faced with limited opportunities for
promotion see their careers coming to a standstill. Other reasons are boredom, perceptions of unfair treatment, burnout, and satisfaction with income levels. The early signs of plateauing are shown when the salespeople seem to be sick or absent more often, and working fewer hours. They seem to lack energy, time, enthusiasm, creativity, and a sense of humour. The first step for a good solution is to recognize the symptoms early. Then the sales manager should discuss the situation with the salesperson. If need
be, give the salesperson a new assignment. If the salesperson does not improve his performance, he should be transferred to a new territory, and under a new sales manager. Termination should be viewed as a last resort, because plateaued salespeople often have a past history of successful performance, and they are potentially too valuable to simply dismiss without first trying to find creative ways to regenerate their energy and enthusiasm.