Are you so close to your business contacts that you can’t ask hard questions? Are you so close to your direct reports that you can’t put them on a Performance Improvement Plan?
Some sales reps fall into a trap of going beyond the rep/prospect or rep/customer level. When this happens, transactions become favors. Going to a prospect’s boss is nearly impossible. Negotiating contract terms can turn into a spat rather than a professional give and take.
A more dangerous scenario is when a Sales Manager becomes “friends” with their reps.
Business relationships need to walk a very fine line. Keeping a relationship both professional and personal at the same time is critical to actually doing business. The personal aspect of your business relationships should help you in business, not hinder the progress of a business transaction.
If you find yourself challenged by the personal relationship you have with a business contact, think about how you can begin to distance yourself a bit. The depth of your relationship will dictate your ability to do business and affect your level of success.