Want to be surrounded by some of the most competitive people on the planet? Work in sales, where paychecks, bonuses, promotions, and stature are usually tied directly to organizational quotas and individual results.
My Competitiveness Was Hurting My Sales Team. Here’s How I Realized It
A common problem within sales.
September 29, 2017
Summary.
Research in recent years shows that sales teams do better when members collaborate with one another, but it can be difficult to change your mindset away from competition. The author, a director of sales training, offers five strategies to make the shift: Do a 360, because you might be contributing to the problem more than you realize. Strive for three outcomes in your interactions: what you want, what the other person wants, and ways to achieve both for the betterment of the company. Address conflicts directly but tactfully. Go to your competitive colleagues for counsel. And when all else fails, move on.
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New!
HBR Learning
Writing Skills Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Writing Skills. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Capture your audience's attention with smarter emails, Slacks, memos, and reports.