Several years ago, the Farmer planted two fig trees in our back yard.

Two trees exactly the same size, height and variety.

Two trees planted side by side.

Every year for the last several years, one tree is loaded with delicious fruit and the other is almost bare.

What has happened?

I discovered an article which gave three possibilities as to why a fig tree would not be producing fruit:

1. The tree has not reached the age of maturity.
2. Fertilizer with too much nitrogen was added to the soil.
3. Watering conditions - either too much or too little.

I wonder if this is the same thing which happens to sales professionals?

Two sales professionals  in the same company.

Two sales professionals working in the same marketplace.

Two sales professionals  working side by side.

One is a top producer and the other is barely getting by.

What has happened?

If we use the possibilities of the fig tree, here are some of my thoughts:

(1)   Failing to reach maturity.  In today's sales climate, I believe EQ is more important than IQ.  EQ (or EI)  is emotional quotient and the intelligence regarding the emotions, especially in the ability to monitor one's own or others' emotions.  Many sales professional remain emotionally immature, with their emotions controlling their life instead of vice versa.  Emotionally immature individuals have a hard time managing a large number of clients; it is simply too overwhelming.  Their time is spent in the drama of a few deals and they just refuse to grow up.

Or it could be that that their vision and mission for their business has not matured.  It still lies buried deep within their heart waiting to be brought forth into the light to bloom and grow.

(2)  Fertilizer with too much nitrogen.  This can result in lush green leaves and branches - but no fruit.  It's all about the show.  Some sales professionals have all the tools of the trade and from all appearances they are hugely successful.  But there are no closed deals. There is no fruit.  In Texas, they have a saying, "All hat, no cattle"

(3)   Watering conditions,  too much or too little.  Without the "watering" of the mind with educational seminars, books,  mentors and other learning opportunities, a sales professional can wither and opportunities can die.  However, there are many sales professionals who have become professional seminar attendees and book junkies.  They are always learning  but never implementing and doing.  They know all the things they need to do, they just don't do them.  There is a balance.  Too much or too little cause lack of fruitfulness.

Fig trees and sales professionals.  Do you think they might have some things in common?