Bad sales behavior is easy to spot when it’s obvious. You know you need to address things if a rep lies to clients or creates drama within your team. The challenge is that some toxic habits don’t start out looking so bad. A rep who hoards leads could be seen as competitive. Someone who balks at feedback could be seen as confident.

The problem with bad sales behaviors, according to sales expert Connie Kadansky, is that they don’t remain limited to just an individual situation or rep. When left unchecked, they can spiral across your team and your whole organization. So, what should you watch for? We share Kadansky’s thoughts in this issue of PromoPro Daily.

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  1. Credit hoarding. When sales reps take all the credit for team achievements, it can crush everyone’s morale. Kadansky points out that peers who sense they’re ignored or overlooked lack incentive to collaborate. If information is hoarded, the group’s productivity and spirit suffer, as members grow more concerned with guarding their own backs than working together.

  2. Client manipulation. Be wary if reps hide costs or make promises they can’t keep. These tactics may help them close a deal but can tarnish relationships over time. Kadansky says that when reps put their quota needs ahead of giving honest advice to a client, it poisons the client’s experience. This kind of bad behavior can lead to bad reviews and lost business down the road.

  3. Team sabotage. This could take the form of gossiping, withholding information or interfering with a co-worker’s transactions. Sabotage corrodes the team’s cohesion and causes productivity to drop, Kadansky says. After a while, morale takes a hit and your best people might head for greener pastures.

  4. Feedback rejection. It’s not a sign of confidence if someone rejects feedback. It means they perceive it as a danger rather than an opportunity to grow. When feedback is ignored, Kadansky says that individual and group performance both stall. Embracing feedback is crucial to a sales culture that fosters growth and improvement.

  5. Lone wolf mentality. Some reps prefer to work alone, forgoing the advantages of collaboration. According to Kadansky, this isolation can translate into lost opportunities requiring teamwork or distributed expertise. A lone wolf approach makes it tougher to identify holes or exchange advice, stunting aggregate performance. Teams flourish when they collaborate and conquer objectives as a unit, she says.

If you notice any of the warning signs above, like resistance to feedback or withholding information, don’t wait to step in. When you address your concerns and set clear expectations, you can build a team that performs well together, without toxic sales behaviors getting in the way.

Compiled by Audrey Sellers
Source: Connie Kadansky is the founder of Exceptional Sales Performance, LLC. She’s a Professional Certified Coach who works with clients to increase sales.