Q & A Table of Contents
How Can We Stop Warfare Between The Sales And Financial Tribes In My Company?
From: Chris, Chicago
Question: Can you please give me some information on how to resolve work issue conflicts between sales/marketing group and finance group ? As finance people, how do you get your own points across and your job done without damaging relationships with sales/marketing people?
Response: Take a look at the differences and similarities of the different groups of people. Sales people look at one set of numbers, finance people are concerned about a different set of numbers. Nonetheless, each group depends on the success of the other to achieve the company's overall goals.
Consider all the stakeholders and what their interests are. Look at interests they have in common, interests that may be complementary (like the yin and yang) and interests that really are in conflict. Work on building a common understanding of common and complementary interests and, in the process, you will find building blocks for reducing the areas of conflict.
Remember that each group has made assumptions about the other -- and when you assume, you run the risk of making an ASS of U and ME. So figure out what your assumptions are, then use those assumptions to develop a series of questions you can ask folks from the other 'side'. You may find you have more in common than you first believe.
The critical thing is to listen very carefully. If you ask a question, listen to the answer without interrupting. Don't ask questions that can be answered with a 'yes' or 'no'; give folks a chance to express themselves rather than feeling hemmed in by what you decide should be the parameters.
Communication is the tough issue here. There's an old expression: God gave us two ears and one mouth -- and we should use them in that ratio.
Good luck,
Steve
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