Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

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

9 Oct 2023 · 1 min

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A short transcript excerpt from a discussion led by ZoomInfo's CEO about handling employees who have plateaued. It advises directly addressing changes in performance, considering reassignment (e.g., moving burned-out staff to different business areas), and weighing opportunity cost—illustrated with a sales lead allocation example—when deciding whether to retain plateaued employees.

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 them, 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 because 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, am I losing money by keeping that person on the books.