Dealing with Competition at work

Hi All,

I have a problem at work that is really driving me insane. There is a co-worker whom is always bragging about how many sales she get each day. She is constantly bragging about how she is number one. I was doing very well and was number 1 for a couple of months last year. But it seemed like that fueled her to do better. Now she is constantly the one with the most sales. I'm getting discourage each day because she'll come into the office bragging about how many sales she had the previous day. Now, I don't even tell her how many sales I had even when she asked. I am really annoyed by her bragging, especially when I share a cubicle with her. What should I do? My sales have been declining ever since she started bragging, because she is very competitive, especially when her and I are the only two female in the section. Please help.

Qbert

Qbert, in sales it's the "nature of the beast" to want recognition. When one's successes are acknowledged, we revel in the glow! And, when we're not in that glow, we want to get it back onto us!

However, the key to long term success in sales is to remain motivated even when the numbers aren't there.

I'm not sure that "bragging" about one's success is a bad thing but it depends on how it's done. That notwithstanding, you need to look in the mirror:
1. when you were "leading the pack", could your "bragging" have been perceived similarly by those around you;
2. rather than feel that her success/bragging is causing your decline, why not use it to fuel what's required to get you back into the glow;

When I'm managing a team, sometimes the SM can play one-off against the other to generate some team momentum. As the SM, though, when I saw an individual take a dim view of another's successes (regardless of how they were trumpeted), I'd have to admit to some level of disappointment (in the one with the dim view). After all, the team members require a role model and the reality of sales dictates that, at any given time, any individual on the team can stand in the glow of their success. But sales numbers swing and SRs have peaks/valleys in terms of their effort levels. The team relies on everyone pulling together.

You need to take a moment to assess your motivation level. In my Xerox days, there were 3 or 4 SRs in the branch who were always ready to assist whenever help was required. We would make 2-man calls right up 'til 5:00 for a week in my patch, then, we'd repeat this in his patch. We'd cold call or go on closing calls (whatever was on-the-table).

If it were me, I'd take take her out to lunch and discuss making 2-man calls. Be clear with her that you want to get the sense of urgency back into your approach to the job. It seems to me (as a 3rd party) that you two should be able to work well off each other's strengths. Make it 'the dynamic duo' and knock the snot out of the guys numbers!!

Good luck & Good selling!
Pat

Hi Qbert,

The first problem I see is in the title of your post, dealing with competition at work. Just the fact that you use the word competition show's you are coming from a lack mind set. You don't believe there is enough to go around so you are competing with her. The only competition you have is with yourself. We live in an abundant Universe where there is enough for every one.

The second thing, regardless of whether she is bragging or celebrating her success, you are jealous, which is another negative. You are your own worst enemy at this point and your sales are showing it.

Get out of the competitive mindset and stop being jealous. When she comes in the office, bragging as you say, be happy for her, pat her on the back. It will change your whole vibration and attitude. If she is bragging and trying to get under your skin, that will stop it.

Then stop feeling sorry for your self, accept responsibility for what's happening and make a decision and go sell some thing.

Hi,

Clearly your performance earlier shows that you are good at sales. I think it is time to stop thinking about your colleague who brags and reflect on yourself. Think about what you did earlier when you were winning sales that you may not be doing now. Take a look at how you are preparing for your calls. Are you setting measurable objectives? Are you probing deeply to really understand needs? Are you customizing your solutions? Are you asking for specific action steps at the end of the call? Each day focus on a strength and an area for improvement.

Also when you get a sale, after the fact ask the customer why you got the business and learn from that. When you don’t get a sale do the same. Position your question by saying you appreciated his/her interest and would like to get feedback for your development. Listen and learn.

As far as your colleague goes, the next time she brags say, “Great. Congratulations,” ask her how she closed the sale and listen. If she thinks you are learning form her, she may get quiet. If she shares a strategy, skill, or tip, you can benefit.

Sales take persistence. If you feel you are in a slump, take charge. Assess what you are doing. Think about what has changed, how the market is different, gauge your product knowledge and skills and work on one thing at a time.

Sales excellence is a journey. You sound like a person whose journey will be successful.

Good luck,

Linda Richardson

Quote:

Originally Posted by qbert

Hi All,
I am really annoyed by her bragging, especially when I share a cubicle with her. What should I do? My sales have been declining ever since she started bragging, because she is very competitive, especially when her and I are the only two female in the section. Please help.

Qbert

Q, it sounds as if maybe she is not the only one that is competitive.

You, too, sound competitive. Competition can influence sales performance and it can be good for morale. But competition can also hurt sales performance and be bad for morale. It sounds like your morale is suffering because you're not the alpha salesperson at the moment.

In your post, you seem to be blaming your rival for your decreasing sales performance ("My sales have been declining ever since she started bragging"). The other side of the coin could be that your sales are down because you're overly sensitive to not being the alpha salesperson.

In sales, two salespeople can both be winners (have excellent sales performance), but only one will have the highest sales. How important is it to you to be the top salesperson? What if you're the second place salesperson but still performing well? Is that acceptable to you? How did you or would you treat your colleague when you were or will be in first place? Even top salespeople aren't in the top spot all the time; how will you react if you earn the top spot again, but have periodic months where you are in second or third place?

On the other hand, some of the greatest successes in our industry were spurred on by competition. But if you're going to play the "I have to be #1" game, you've got to have a strong ego that can also tolerate things when you are not in first place, otherwise you may implode, and that would not be good for sales, your career, or your company. No imploding please!

So you decide which approach is the right one for you:

A. "I'm going to do my best regardless of what my colleagues do;" or

B. "I'm going to be #1 again."

But if you pick "b", you can't pout when you're in second place or be sensitive to your colleague's bragging to the point that it hurts your performance, because that would be shooting yourself in the foot.

The best to you, Q...

Enough is enough Q. You are letting her get to you and though my post may initially sound unfeeling, if I was your sales manager I would be looking at giving you a friendly kick in the rear end right now. Seriously.

Want to shut her up? Make her numbers look plain.

Want to take her by surprise, make her your friend by asking her what her secrets are. Take her to lunch, ask her, pretend to eat everything up, then go nuts and when you beat her tell her; "I really went to school on your advice!"

It will drive her insane. But she won't be able to help herself when you ask, it feeds straight into her ego.

Wait till you have a great week, then post your sales figures on the chalk board. Where everyone can see them.

Now go for it.

And if you need ideas there are some great people here who will help you find niches for your product or slightly better ways to approach it, so you feel renewed and have vigor again. But right away, take a hard look in the mirror every morning and remind yourself; "If its meant to be, its up to me!'

we are there for you ... !

Qbert, if you're in sales, you should be good a developing a presentation. Aside from the great advise the other experts have given you, if what she's doing is bothering you, develop a presentation you can relay to her why what she is doing bothers you. Since you both work out of the same cubicle, it becomes very easy for people to get on eachothers nerves.

So, without making your presentation sound bossy, sarcastic or demeaning, let her know what's bothering you and see if you can come to terms on behavior that will allow both of you to work in harmony.

As far as your decrease in sales, it sounds to me like there's an underlying problem that could be the cause, aside from the problem with your co-worker. Maybe personal, financial, or maybe you just don't like your job any longer. This may be something to consider.

I hope you can figure it out and get back the quality of life you used to know.

Dealing with Competition at work

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