By Eran YessodiOctober 31st, 2023

In the complex landscape of corporate life, you can’t escape the maze of office politics. These invisible currents of power can have a profound impact on the world of B2B sales, where the name of the game is closing deals swiftly and efficiently. So, let’s dive into the world of office politics and see how they can make or break your B2B sales journey.

Decoding Office Politics

First things first, what exactly are office politics? Think of them as the intricate web of power dynamics, alliances, and rivalries that secretly shape the corporate world. They often bubble up from the competition for limited resources, clashes over departmental goals, personal vendettas, and a constant jockeying for influence. Throw organizational changes like mergers, leadership shifts, and budget crunches into the mix, and you’ve got a recipe for political drama.

These politics manifest in various ways: people hoarding crucial information, schemes to sabotage projects, the formation of rival factions, juicy office gossip sessions, pointing fingers when things go south, hogging credit, and throwing obstacles in the path of progress. Sometimes, it’s as blatant as who gets the corner office or the swanky promotion.

While some level of office politics is inevitable, excessive maneuvering can derail the core mission and brew resentment among teams. The wise leaders out there work to keep these self-serving behaviors in check by fostering open communication, setting the right incentives, and nurturing an ethical, teamwork-oriented culture.


Office Politics: Impact on B2B Sales Cycles | Substrata Blog



The Impact on B2B Sales Cycles

Now, let’s zoom in on how office politics can throw a monkey wrench into your B2B sales journey. Brace yourself for some common roadblocks:

Access and Approvals: B2B sales thrive on reaching decision-makers, but here’s the catch. Politics often determine who controls that access, based on personal ties and hidden agendas. Approvals, too, might be less about merit and more about behind-the-scenes power plays.

Mixed Messages: When teams can’t get on the same page due to political squabbles, sales reps end up swimming in a sea of contradictory messages about customer needs and purchase criteria. Time and resources go down the drain.

Territorialism: Long-standing departmental rivalries or the fear of losing status can lead to resistance in collaborating. The result? Progress takes a back seat to internal turf wars, and everyone loses.

Blame Games: When departments start passing the blame for customer dissatisfaction, guess who gets caught in the crossfire? Sales reps, trying desperately to salvage the deal. This blame-shifting is a telltale sign of internal discord that harms customers.

Hidden Agendas: Gatekeepers might throw arbitrary hurdles in your way not because it’s good for business, but because they have personal motives. Deciphering these hidden agendas can turn deal-making into a real-life mystery.

Sabotage and Resistance: If some teams fear the changes that come with a big B2B purchase, they might quietly sabotage your sales efforts or openly resist them. It’s the classic “better the devil you know” scenario.

Leadership Disconnects: When sales managers and customer executives aren’t politically aligned, they might send contradictory instructions that leave reps and customers scratching their heads. It’s high time for leadership to get on the same page.

Mastering the Art of Politics Management

But fear not, savvy sales professionals have some tricks up their sleeves to navigate these political waters. Here are some top-notch strategies:

Map the Politics: Before you sail into uncharted waters, study the power structure. Find out who holds the real influence, identify allies who can grease the wheels, and learn about the historical fault lines.

Win Early Buy-In: Get the blessing of key internal stakeholders from the get-go. Get them involved in the plan so that they’re as invested in the success of the deal as you are.

Communicate, Communicate, Communicate: Overload everyone involved with details. Keep departments in the loop to align perceptions, and make sure leadership is on the same page about the progress.

Kill Them with Kindness: Defuse tension and territorialism by being the embodiment of politeness with rival teams. Make collaboration so enticing that they can’t resist.

Paint a Win-Win Picture: Show how the purchase benefits each department and the organization as a whole. This helps shift the focus from winners and losers to mutual gain.

Befriend Connectors: Build relationships with well-networked individuals who bridge internal divides and spread information. Leverage their social capital to your advantage.

No Room for Office Politics: Leave gossip, blame games, information hoarding, and sabotage at the door. Be the beacon of professionalism.

Elevate the Issue: If office politics threaten a deal’s very existence, don’t hesitate to escalate the matter to senior executives who can cut through the red tape.

Incentivize Cooperation: Structure sales incentives to reward collaboration across departments. Make teamwork the path of least resistance.

Sell the Dream: Paint a vivid picture of how your solution aligns with the company’s overall mission and growth goals. Show them the future that everyone wants to be a part of.

Harness Manager Clout: Ensure your sales manager applies some friendly pressure on other department heads to align on sales priorities and timelines.

Remain Impartial: Don’t pick sides in office skirmishes. Be the neutral party that’s all about constructive problem-solving for the customer.

With these strategies in your arsenal, you can steer clear of the pitfalls of office politics and thrive in the world of B2B sales. Keep your eyes on the big picture, build bridges across the organization, and always remember to sell value at the highest executive levels. With perseverance and adept communication, you can conquer the sales arena, no matter how chaotic the political landscape may be