Last time we explored Struggling Performers who develop some sales skills but lose their drive. Now let's look at the third stage: Competent & Cautious.
These salespeople have strong selling abilities but surprisingly low initiative. They can close deals well but hold back from pursuing bigger opportunities.
Engagement Message
Why might someone with solid sales skills still hesitate to go after stretch targets?
Competent & Cautious salespeople have developed the technical abilities needed for sales success. They know the sales process, handle objections well, and understand their product complexities.
But despite their competence, they lack confidence or motivation to push beyond their comfort zone.
Engagement Message
Think of a sales skill you're good at but rarely use to its full potential—what holds you back?
How does someone become Competent & Cautious? Often they've been burned before - maybe lost a big deal after taking risks, been criticized for aggressive tactics, or given conflicting territory expectations.
Sometimes they've simply become comfortable hitting their quota and feel uncertain about stretching for higher performance.
Engagement Message
How might past negative sales experiences affect someone's willingness to pursue ambitious targets?
Here's what makes this stage tricky to spot: Competent & Cautious salespeople do solid work when given clear targets but don't pursue stretch opportunities.
They wait for warm leads, seek approval before discounting, and often say "just tell me which accounts to focus on."
Engagement Message
What's one way this behavior differs from someone who truly lacks the sales skills?
What do Competent & Cautious salespeople typically say? "Are you sure you want me to go after that enterprise client?" or "I can pursue it if you think it's worth it" or "What exactly is our pricing flexibility here?"
