That image often comes to mind when we work with commercial teams.
Especially when the team is undergoing a shift. Moving from a reactive or transactional sales model to a consultative B2B sales approach, where the seller must understand the client’s business, propose solutions with real impact, and justify economic value, is no small change.
The Urge to See the Sprout
Leaders often expect results too early. And it’s understandable — there’s pressure, targets, and budgets to meet. But the development of a salesperson cannot be measured with the same logic as a marketing campaign or a conversion rate. It doesn’t happen overnight. And too often, just as the salesperson begins to develop judgment, confidence, political awareness, and real skills — they’re replaced. The process is interrupted just before the sprout appears.
That’s something we look for when diagnosing teams: What stage are they at? Are signs of immaturity being mistaken for lack of ability? Are we measuring progress properly?
Training Is Not a One-Off Course
We emphasize this constantly. Training alone is not enough. You need development. And development is a process that requires context, consistency, and follow-up. It needs a clear strategy, visible processes, useful tools, and effective change management.
At MB&L, we talk about transformation — not just training — because that’s what it really takes.
When the right structure is in place, salespeople grow. It’s not magic. They were maturing on the inside.
The Invisible Learning Curve
Developing a consultative salesperson is not a matter of handing them a sales pitch and sending them out to close. It’s a process that demands:
- Knowledge of the client’s industry
- Understanding of the client’s business
- Mastery of the product or solution
- Ability to manage a sales opportunity
- Capacity to develop a sales territory
- Skills to build proposals with clear economic value
None of this happens in a week. In fact, during the first few months, the salesperson may seem stagnant. They’re not closing. They’re not performing. But they’re trying. They’re learning, hesitating, observing, making mistakes. They’re putting down roots.
The Root Is Hidden, But It Holds Everything
If you’re in that moment where it feels like nothing is happening — look again. You may be just before the breakthrough. The sprout isn’t always visible, but it’s there. Maybe what’s needed isn’t a change, but to hold steady. Allow time. Accompany the process with active patience. Because the root, though unseen, is what holds everything up.
So Then?
This isn’t about waiting passively. It’s about managing with intention and patience. Observing. Listening. Giving feedback. Staying the course.
Because the sprout doesn’t appear by chance — it emerges when the roots have done their work.
If you’d like to learn more about Blanchard’s model or about transforming sales teams, don’t hesitate to reach out. We’d be glad to talk.
