Que faites-vous lorsqu’un collègue sape vos efforts de vente incitative auprès d’un client ?

Before jumping to conclusions, pause and assess your colleague’s intentions. They might not be deliberately undermining the sales strategy; it could be a simple misunderstanding or lack of clarity. By approaching the situation with an open mind, you can handle it constructively and ensure it doesn’t happen again.

É muito importante abordar a situação com muito tato controlando suas emoções. Primeiro, converse diretamente com o colega para entender as motivações e esclarecer o ocorrido. Mantenha um tom colaborativo, destacando a importância de trabalharem juntos para atingir metas comuns. Se o comportamento persistir, leve a questão ao gestor, focando na resolução do problema, e não em culpar o colega. Paralelamente, fortaleça seu relacionamento com o cliente, demonstrando o valor de seus serviços para reconquistar a confiança e garantir um relacionamento duradouro.

It is crucial to evaluate the underlying motivations of your colleague's actions. They may be experiencing feelings of envy, resentment, or a desire to surpass you professionally.

By speaking to the colleague and clearing out all the differences once and for all, setting the matter straight, and seeing if that brings about a change in his attitude and approach.

Qualquer conversa decisiva ou difícil, segundo o autor Kerry Patterson, envolve 3 elementos: As opiniões divergem, há grandes interesses em jogo e as emoções são fortes. Para enfrentar eficazmente a situação (um tanto comum para quem trabalha em vendas) de um colega de trabalho que, aparentemente, prejudica uma venda sua, é necessário avaliar sinceramente suas intenções ao conversar com ele e determinar o objetivo firme de resolver a questão (digo firme porque as fortes emoções envolvidas vão tentar desviar o seu foco para um enfrentamento ineficaz ou para uma fuga). O primordial é ouvir o colega sem buscar respostas prontas e de fato entender o seu ponto.

Communication is essential when resolving conflict. Approach your colleague in private, discuss the situation calmly, and express your concerns without being accusatory. Listen to their perspective, and work together to align on sales goals. Staying professional and focusing on future collaboration will lead to better teamwork.

Upselling needs to be a team effort. Sit down with your colleague, review the sales strategy, and make sure they understand the goals and benefits. Highlight how upselling not only helps the company but also adds value for customers. This shared understanding can prevent future issues and foster a more collaborative sales environment.

Reviewing your strategy while dealing with a colleague and planning an approach to avoid interference the next time you're with a customer.

If the situation does not improve with the colleague & his actions it would be better to escalate the issue to your supervisor or, if necessary, to higher management for further assistance and resolution.

If the issue continues, involve a supervisor or manager. Share the facts and emphasize your goal of maintaining a positive and productive environment. They can step in to provide extra training or mediate, ensuring the upselling strategy is reinforced across the team.

As a Retail Business Mentor, I worked with a retail business owner who was having trouble with a coworker undercutting their upselling attempts. Instead of aggravating the issue, they utilized it as an opportunity to reconsider their strategy. They made strategic changes by reevaluating their upselling strategies and communicating with colleagues. This not only increased their sales success, but also created a more collaborative workplace. Their proactive approach demonstrates how evaluation and modification may transform difficulties into growth opportunities.

Address the situation promptly and professionally. Discreetly speak with the colleague, clarifying the sales strategy and goals. Ensure they understand the value proposition and benefits of the upsell. If necessary, involve a manager or supervisor to reiterate sales protocols and expectations. Refocus the customer's attention on the original offer, reiterating its value and advantages. Consider a joint sales approach, where both colleagues present a unified front, or politely excuse yourself, allowing the colleague to handle the sale. Prioritize maintaining a positive customer experience and protecting the sales opportunity.

It's better to move forward, as holding on to long-term resentments and grudges doesn't suit the aspirations one keeps to grow as an individual. If the relevant distance is kept and no notable indifference has resurfaced, it's time to forget and forgive.