Unleashing Potential and Maximizing Opportunities in a Plateauing Situation with ZoomInfo's CEO

Name: Unleashing Potential and Maximizing Opportunities in a Plateauing Situation with ZoomInfo's CEO
Uploaded: 2023-10-09T13:15:00+00:00
Duration: 44 s
Channel: Jason M. Lemkin
Description: ZoomInfo's CEO on what to do when high performers plateau. Have honest conversations to find out why, whether it's burnout or misalignment. Then…

9 Oct 2023 · 1 min

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ZoomInfo's CEO on what to do when high performers plateau. Have honest conversations to find out why, whether it's burnout or misalignment. Then calculate the cost: a lead given to a struggling rep versus a rising one could mean thousands in lost revenue.

Chapters

Let me ask you two follow-up questions. One is, what do you do when they're good but they plateau? What do you do when they're good and they plateau? That's interesting. You tell 'em. You go, listen, you used to be really great and now you're not so great anymore. And like, let's talk about what's changed that's caused this plateau. Some people burn out and they need to move to a different area in the business, and so we do that often. And then the question really becomes one of opportunity cost. So, and let's just use the sales example 'cause it's easy, but when you think about it in terms of opportunity cost, if I take a lead and I give it to that plateaued person versus I take a lead and I give it to one of my up-and-comers, where am I losing money by keeping that person on the books?