The Paradox of High Performers: When Excellence Isn’t Enough

In the dynamic world of digital sales, we often witness a perplexing scenario: high performers, the apparent stars of the team, getting passed over for promotions. Through my different mentoring sessions I had with many business leaders in Microsoft, I've explored this enigma and found some underpinning reasons that challenge the conventional meritocracy narrative.

The Silent Grinder Fallacy

High performers, by their very nature, are often deeply engrossed in their tasks. They believe in grinding away in silence, thinking their work will speak for itself. This ‘head down, work hard’ ethic, while admirable, is a double-edged sword. The digital sales arena is not just about hitting targets; it's about being seen hitting them. The absence of self-advocacy and visibility can be detrimental. In a landscape where noise often overshadows quiet competence, silent grinders can become invisible in the larger corporate narrative.

Sheryl Sandberg, COO of Facebook, astutely observed, “Being confident and believing in your own self-worth is necessary to achieving your potential.” This is especially true for high performers in digital sales, who must confidently showcase their achievements.

Networking: The Overlooked Ingredient

Another overlooked aspect is networking. High performers in digital sales frequently undervalue the power of building a wide network of relationships. They focus intensely on their immediate tasks and team but neglect to branch out. Networking isn't schmoozing; it’s about creating a mosaic of relationships across various departments and hierarchies. This broad network not only offers diverse perspectives but also acts as a channel for showcasing their achievements to a wider audience.

Marc Benioff, CEO of Salesforce, adds another dimension to this narrative: “Success in sales depends on your ability to make a connection. Networking is a key tool in building your business and your brand. Your network is your net worth.”

The Visibility Void

In today’s digital sales environment, visibility is as crucial as performance. High performers often operate under the assumption that their work is inherently noticeable. However, in large organizations or remote working environments, this isn’t always the case. By not actively sharing successes, soliciting feedback, or participating in broader company initiatives, high performers may inadvertently cloak their achievements in obscurity.

The Unspoken Expectations

High performers, with their strong work ethic and consistent results, often harbour a belief that their efforts will automatically be recognized and rewarded. This passive approach to career advancement is a common pitfall. Promotions in the fast-paced digital sales sector aren't just merit-based; they're request-based. If you don't articulate your career aspirations and ask for what you want, you might be overlooked when opportunities arise.

Bridging the Gap: From Performance to Promotion

So, what can high performers in digital sales do to bridge this gap? The first step is recognizing that performance is just one part of the equation. Equally important are visibility, networking, and clear communication of one’s career goals. High performers should:

• Advocate for Themselves: Be vocal about achievements. Regularly update your team and leaders about your successes and learnings.
• Build and Leverage Networks: Engage with a diverse group of colleagues. Participate in cross-departmental projects or company-wide initiatives.
• Seek Visibility: Find opportunities to showcase your skills and results. Volunteer for presentations, write articles, or take part in panels and discussions.
• Express Career Aspirations: Clearly communicate your career goals and aspirations. Seek feedback and guidance from leaders and mentors on how to achieve them.

So,

while exceptional performance is a critical factor in career advancement in digital sales, it’s not the sole criterion. The art of self-promotion, networking, and open communication about career goals play a pivotal role. As high performers, blending these skills with your innate abilities can set the stage for not just achieving but being recognized for your success.