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Fear of success
Written by: Renée LeMoine
Photo by: Vojtìch Vlk
"We have a sales person who
is capable of earning 2-3 times more than he currently does, but
for whatever reason he isn't able to overcome obstacles that would
allow him to move up to a higher level.
Self-imposed barriers often impede progress without the person
being fully aware of what he or she is doing. It may be necessary
to scrutinize the person's mental limitations as well as the situation,
in order to find out what is holding up his progress.
Struggles within one's mind can be the biggest roadblock against
achieving success. It's not your task, nor likely your forte, to
psychoanalyze what are the causes and effects of another's behavior.
However, it will be helpful for you as a manager to understand
that this person may have internal struggles that are interfering
with his ability to continually improve and advance. Consider a
few obstacles he may be fighting:
- He may fear success. Fear of
success is natural if someone has little experience with it.
Many people are much more familiar with
mediocrity than with success, and therefore lack the drive to
pursue goals. As a manager, you need to reward small successes
and use
them as building blocks to achieving bigger successes.
- The goal
may be seen as unattainable. If this is so, examine how you presented
the goals. Intimidating goals could send him
into a tailspin. Take the time to think it through and present
it from his point of view. Break the goal down into smaller more
easily achievable steps by mapping out a long journey through
a series of tasks.
- Procedures for achieving the goals are too
rigid. Be careful about not imposing structures that are "set
in stone“. Many managers do exactly this because they lack basic
confidence in
their own abilities and the abilities of team members. Focusing
on results instead of methods will open the door for your team
to contribute more of their own originality.
- Rewards appear inadequate.
The reward may not appear to be consistent with the level of
effort required. As a manager you
may need to
convince your salesman that the goal is worth achieving, and
that the rewards outweigh the effort.
Article prepared by Renée LeMoine, Executive
Director, LeMoine & Associates
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