Career Plateaus in the Salesforce: Understanding and Removing Blockages to Employee Growth

Feldman, Daniel C.; Weitz, Barton A.
November 1988
Journal of Personal Selling & Sales Management;Nov88, Vol. 8 Issue 3, p23
Academic Journal
This article focuses on career plateaus in the sales force. Recent research suggests that sales force productivity may be increased through a better understanding of the career development of sales force employees. There are four objectives of this article--a new definition of a career plateau in terms of responsibility is proposed, and previous research on the impact of plateauing on work attitudes and performance is reexamined in light of the responsibility plateauing concept; a model which identifies the individual, job-related, and organizational factors which affect the propensity of sales employees to reach responsibility plateaus is presented; managerial prescriptions for preventing and handling plateaus are identified and discussed; and future directions for research in the area of career plateaus. Previous research has defined plateaued employees in terms of the likelihood of future promotions the length of time in the present position or the length of time between promotions. The use of promotions to operationally define plateaued employees assumes a direct relationship between level in an organizational hierarchy and job responsibility. The author proposes the definition that employees are plateaued when their likelihood of receiving increased responsibility is low.


Related Articles

  • Seven Success Tips. Masters, Andy // Personal Excellence Essentials;Dec2006, Vol. 11 Issue 12, p7 

    The article discusses various strategies for building a successful career. Building a strong interpersonal relationship with one's boss could be done by showing initiatives and passion for work. Emotions, prejudices and personality conflicts should be set side in order to nurture professionalism...

  • YOU CAN GO YOUR OWN WAY. Keyes, Steve // Nursing Standard;4/19/2006, Vol. 20 Issue 32, p78 

    The article focuses on nursing career progression. Understanding one's own motivation is said to be the first vital step according to the author. Suggested career myths that enables professionals to make wise choices were presented including the only way is up, plateauing is a sign of failure...

  • Ask The Professional. Maldonado, Eliot; Kirk, Valerie; Kirk, Douglas // Bulverde Standard (Canyon Lake, TX);8/30/2006, Vol. 22 Issue 35, p15 

    This article discusses the possibility of knowing one's field of expertise and be recognized in such field. All an individual has to do is to answer questions relative to his or her sphere of interest. These questions are posed by the community in areas familiar to the individual. For example,...

  • How to get your boss's job. Watling, Tom; Taylor, Jack // Accountancy;Jan1974, Vol. 85 Issue 965, p81 

    This article suggests strategies for increasing promotion opportunities for company managers. If one wants to be promoted into the higher reaches of management, he needs a positive plan and a great deal of determination. In preparing for one's personal promotion plan it many be helpful to...

  • Score a promotion. Forman, Gayle // Self;Mar2008, Vol. 30 Issue 3, p39 

    The article provides tips on how to secure a job promotion. The author suggests building alliances with coworkers or colleagues. The author also emphasizes the importance of knowing the boss' priorities so that an employee can arrange his or her job according to what the management considers as...

  • Conference participation boosts career success. Connelly, Amy Reece // Counseling Today;Mar2008, Vol. 50 Issue 9, p11 

    The article discusses the importance of conference participation for career development. It notes that people attend professional conferences for various reasons, such as attaining a successful career and gaining networking opportunities. It then offers tips in getting oneself involved which...

  • Career Escalation Training. Sainer, Elliot; Ruiz, Pedro; Wilder, Jack F. // American Journal of Public Health;Nov75, Vol. 65 Issue 11, p1208 

    The article presents an update on the career escalation program (CEP) for indigenous workers in a ghetto community at Lincoln Community Mental Health Center, Yeshiva University in New York City. It discusses a 5-year follow-up study made of a CEP to ascertain whether participants obtained...

  • Be Prepared for the Long Haul. Mannes, George // Money;Feb2009, Vol. 38 Issue 2, p86 

    The article discusses what employees can do to remain relevant in their professions in the long term. The author recommends obtaining relevant industry credentials, sharing professional contacts and job tips, accepting lower pay for positions that represent a career step forward, and learning...

  • Chapter 1: Making sure you're in the right job.  // Bloomsbury Business Library - Manage Your Career;2006, p1 

    Chapter 1 of the book "Bloomsbury Business Library--Manage Your Career" is presented. It explores the process and tools of career development. This chapter offers help on the first step towards managing one's career and assessing the present situation of an employee. Step-wise suggestions for...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics