You've learned to distinguish between task and relationship conflict. But what happens when two sales reps are locked in a heated disagreement over territory boundaries or lead attribution?

Your instinct might be to jump in with a solution. Here's why that backfires: imposed solutions create resentment and rarely stick.

Engagement Message

Ever "solved" a sales conflict only to watch it resurface later?

Instead of solving their conflict, your job is to facilitate their conversation. Think of yourself as a guide, not a judge.

When salespeople feel heard and reach their own agreement, they're far more likely to follow through. Plus, they learn to resolve conflicts independently.

Engagement Message

Which sounds more sustainable: your solution or their solution?

Here's a simple five-step framework for mediating sales conflicts: Set the Stage, Share Perspectives, Identify Interests, Generate Solutions, Agree on Action.

Each step has a specific purpose in moving from heated disagreement to collaborative problem-solving.

Engagement Message

Ready to learn how to guide your sales team through difficult conversations?

Step 1: Set the Stage. Bring both reps together in a private space. Establish ground rules: "We're here to understand each other and find a way forward that helps us both hit our numbers. No interrupting, no personal attacks."

This creates psychological safety and structure. Salespeople can't collaborate when they feel threatened or chaotic.

Engagement Message

Why do you think ground rules matter so much in sales conflicts?

Step 2: Share Perspectives. Let each rep explain their view uninterrupted. Your job is to listen and reflect back what you hear: "Mike, you're frustrated about losing qualified leads. Lisa, you feel the territory lines aren't clear."