It is human nature to run into conflicts. We can’t help but disagree with our own thoughts and ideas every time.
So what then of a high-stakes situation where millions of dollars are involved in each transaction? This is when you want your sales team to be unified like a cohesive, well-oiled machine.
That would be the ideal situation. But the real world has a way of complicating simplified problems and their solutions that would have worked in a perfect world. Your sales team will frequently run into conflicts with each other. The idea is to create a system where they can find common ground and rebuild their synergy for the greater good of everyone.
Here are 3 things you can do to manage conflict in your sales team.
1. Be Collaborative
In order to resolve conflicts amicably two persons, you have to find a collaborative approach that treats everyone as equals. This approach may take a large portion of your time, but one that will likely result in lasting results that maintain unity and synergy between team members.
If need be, try to offer compromises to both parties. This way, each party gets a piece of what they demanded so they can end their conflict. Most people, in a face saving act, are willing to part away with compromises instead of nothing at all.
2. Get Rid of Ambiguity
Conflict in sales teams is unavoidable if they are tasked with following required business processes to maximise sales and revenue. In many cases, the best way to resolve conflicts is to start writing down the main reasons for the conflict. Documentation allows managers to remove petty conflict from serious conflict and removes ambiguity. The idea is to get both parties to sign off on a written resolution, thus leaving zero ambiguity that could lead to further conflict down the line.
3. Step in Early Before Things Get Serious
As the saying goes, prevention is better than cure. This definitely applies to conflicts in real life where time is of the essence. The longer two persons continue to hold a grudge over each other, the more difficult it gets to resolve conflicts.
In fact, studies show that most management and executive personnel spend at least 30 percent of their annual time resolving conflicts. This is costly for companies and may even result in court fees and legal payouts. Such conflict is enough to bring down even the most well-grounded company. In most cases, it is advisable for managers to step in early and intervene.
This move may be seen as confrontational and should be reserved for serious conflicts that violate company policy. The idea is to do whatever it takes to resolve the conflict in your sales team from within, create unity, and getting the team back on track.
When it comes to resolving conflict, every sales team is different. There is no one-size-fits-all that you can apply and to restore unity. The good news is that there are many routes available for conflict resolution.
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