The Moldy Blueberry Effect

Picture this: you’re at the grocery store, you grab a carton of blueberries. They look amazing. You have BIG plans for these blueberries: smoothies, snacking, pancakes, scones, cobbler – you’re excited. You select the perfect carton.. Or so you thought. But then, you get home and pop off the lid, and that one blueberry lurking in the corner. You know that one:  moldy, fuzzy, mushy and just…blah. And if you don’t pluck that bad boy out now, that mold spreads fast, ruining the whole carton.

Now, let’s talk about your sales team.

Negativity in sales is extra dangerous. Why? Because sales is already a high-pressure environment. You’re juggling demanding quotas, challenging prospects, and ever-changing products. It’s a rollercoaster on the best of days. The last thing you need is someone making the dips feel deeper and the climbs feel impossible.

A moldy blueberry will: 

• Drain morale: Their constant complaining makes the team feel like their efforts are worthless.
• Kill collaboration: No one wants to brainstorm with someone who starts every idea with, “That won’t work.”
• Sabotage enthusiasm: Negativity is contagious. 

Unlike an actual blueberry, you cannot just throw them out (HR will be calling you in for a meeting if you do.) But you can take steps to address the issue before it spreads. 

1. Address the Mold Early

The longer you ignore the negativity, the worse it gets. Have a one-on-one conversation with the person. Be honest but empathetic. Use specific examples of their behavior and how it’s affecting the team. Something like:
“Hey [Name], I’ve noticed you’ve been pretty vocal about frustrations with XYZ. I want to understand where you’re coming from because your perspective matters. But I also need to share that this has been impacting team morale. If you need to vent, let’s keep those types of conversations between us- as a team we need to work on finding a solution together.” 

2. Set Clear Expectations

Sometimes people don’t realize their negativity is spiraling. Set boundaries:

• Venting is okay. Chronic complaining isn’t.
• Criticism is valuable when it comes with solutions or suggestions.

3. Offer Support and Resources

See the person because there might be something else going on. Maybe they’re burnt out, frustrated, or feeling undervalued. Encourage them to take time off, buy them lunch or give them a team shout out. Even the little things can help them turn it around. 

4. Protect the Rest of the Blueberries

While you’re working on that one moldy blueberry, keep an eye on the rest of the team. Be intentional about recognizing positivity and celebrating wins. You want the mold-free blueberries to be fresh and motivated.

5. Know When to Let Go

If the moldy blueberry refuses to change, it’s time to make the hard decision. Keeping them around isn’t fair to the rest of the team or the company. Just like you’d toss the actual blueberry to save the rest of the carton, sometimes you have to let go of toxic team members to preserve the culture.

Leadership in sales is tough enough without negativity sneaking in and spreading through your team. It’s your job to spot the mold early, address it head-on, and protect the positivity of your team. This ultimately will help you win more. 

Just remember: a great team (like a great snack) is worth the effort to keep fresh and thriving. Now go crush your quota and maybe treat yourself to some pancakes. You deserve it.