Don't Allow Corporate Politics to Derail Your Sales Success: 3 Fundamental Strategies
Corporate politics exists whether you like it or not. And your sales success is dependent on how you deal with others. So why not use political strategies to help you succeed in sales?
1. Recognize it’s not a corporate ladder, but a Ferris wheel.
Most sales and business professionals want to climb the corporate ladder. The only problem with that image is that succeeding in business isn’t always a straight upward climb. I want you to consider your career as a ride on a Ferris wheel.
Sometimes you’ll be up and sometimes you’ll be down. You may have great sales numbers and be the leader of your sales team, and then a new sales manager comes in with a different strategy. You may be given a new sales territory or experience other changes in your business. You were up before, and now you’re not.
New leaders oftentimes bring in their own teams. It’s not fair, but it happens. Be ready for change.
2. When you have it, use your power wisely.
When you do find yourself at the top of that wheel, it’s important to plan for that day when you won't be. One way is to not misuse your power through petty and not so petty actions. I clearly remember one manager who abused his power. He played favorites with his staff. He ignored simple requests of some, and he made life difficult for others. Then policies changed.
Management instituted an anonymous 360 feedback program. Customers provided input about each manager, and subordinates were asked to evaluate this manager’s performance. Not only did subordinates tell their customers how awful this manager was, but the subordinates didn’t hold anything back.
A meeting facilitator was asked to give feedback to this manager. He met with the subordinates before the meeting. The facilitator said, “This is the worst 360 feedback I have seen in twenty years.” The session was brutal for this manager. I have never seen someone so crushed at a meeting.
Remember, when you’re down you are going to be reaching out for help from as many people as you can who know and like you. Misuse your power and there will be far fewer sources of help for you. This manager had no one to turn to.
You may want to start a business one day; you may be selling to some of the people you work with now. Be nice—you might need their help one day.
3. Don’t take the bait from your rivals.
I wish I could tell you that all human resources departments do their job and remove inappropriate staff, but it’s impossible to do. I predict that you’ll have to work with some unsavory people at some point in your selling career. They may be argumentative, impolite, difficult, or have some other characteristic that bothers you.
You have a choice. You can confront them each time they pick a fight with you, or you can refuse to take the bait. I am not talking about standing up to a bully. I’m talking about the many conversations you will have in meetings where you have a choice of taking the bait or not. Don’t take the bait.
When you hear an offensive statement that others know to be untrue, don’t take the bait. What you do privately in a one-on-one situation could be a different choice. Publicly, all the angst and drama just isn’t worth it. George Bernard Shaw was right when he said, “Never wrestle with pigs. You both get dirty and the pig likes it.”
Making these choices in my corporate career have served me well. I hope they lead you on your Ferris wheel ride to success.
