--- title: Fight It Out, Then March | The Sales Blog description: Great sales organizations argue. They are comfortable with conflict. Like any family full of brothers and sisters, the fact that they love each other doesn’t get in the way of a good argument; it makes a good argument possible–and almost a certainty. Sales organizations that are uncomfortable with conflict, those that believe dissent and disagreement […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_3221313-copy.jpg --- ### [Now booking SKO meetings for 2026/27! Learn more](https://www.thesalesblog.com/authority) [![Iannarino The Sales Blog](https://www.thesalesblog.com/hubfs/2021%20Website/Images/ai-logo-web.svg) ](https://www.thesalesblog.com) - WIN AT SALES - The Sales Environment - [ Sales is broken ](https://www.thesalesblog.com/sales-is-broken) - [ Modern sales ](https://www.thesalesblog.com/revenue-growth-blueprint) - Sales Resources - [ Blog ](https://www.thesalesblog.com/blog) - [ Podcast ](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) - [ Live Training Events ](https://events.thesalesblog.com) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### Live Training Events ### Upcoming training events & workshops [![Sales Accelerator Training](https://no-cache.hubspot.com/cta/default/2922376/cda2541c-e77c-44de-9752-0a68716d50e9.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/cda2541c-e77c-44de-9752-0a68716d50e9) ###### Online Training Platform ### Sales Accelerator [![Revenue Growth Blueprint](https://no-cache.hubspot.com/cta/default/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6) ###### #1 Resource ### Revenue Growth Blueprint - [ BLOG ](https://www.thesalesblog.com/blog) - [ SPEAKING ](https://www.thesalesblog.com/speaking) - SALES TRAINING - [ Sales Accelerator + Monthly Webinars Bundle ](https://www.thesalesblog.com/sales-training-events-bundle) - [ For Individual Reps ](https://www.thesalesblog.com/individuals) - [ For Teams ](https://www.thesalesblog.com/sales-accelerator) - [ Events & Other Programs ](https://events.thesalesblog.com) - [ Hire Anthony to Speak ](https://www.thesalesblog.com/speaking) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) - [ EVENTS ](https://events.thesalesblog.com) - [ BOOKS ](https://www.thesalesblog.com/books) - [ ABOUT ](https://www.thesalesblog.com/anthony-iannarino) - [ CONTACT ](https://www.thesalesblog.com/contact) - Hit Sales Targets [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### LIVE TRAINING EVENTS ### Upcoming virtual training events & in-person workshops ###### Improve your win rates [![Speaking](https://no-cache.hubspot.com/cta/default/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279) ###### Keynotes & Workshops ### Hire Anthony to Speak @ Your Event # Fight It Out, Then March ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) March 26, 2012 Great sales organizations argue. They are comfortable with conflict. Like any family full of brothers and sisters, the fact that they love each other doesn’t get in the way of a good argument; it makes a good argument possible–and almost a certainty. Sales organizations that are uncomfortable with conflict, those that believe dissent and disagreement indicate problems, never become as great as they could be. Instead, they sweep problems and challenges under the carpet, never resolving some important issues. You have to fight it out to sharpen your ideas. And then you have to put aside the arguments and march. **Dialogue**: Everything must be open for dialogue. Nothing should be off the table, except your core values and principles. If you are in sales management, encouraging dialogue allows you to capture the issues, challenges, and problems your sales team faces. It helps you to know what they are facing and how they are thinking about their issues. The ability to engage in dialogue provides you with [opportunities to help](http://thesalesblog.com/blog/2012/01/16/its-not-enough-to-manage-notch-them-up-a-note-to-the-sales-manager/). **Debate**: There is [always more than one way](http://thesalesblog.com/blog/2011/10/10/deal-stalled-there-is-always-more-than-one-way/) to produce the outcome that you need. Encouraging dialogue and can open up a debate about the best way to produce the outcomes you want. Encouraging debate allows sales organizations to bring ideas to the table and to test them against other ideas. Debate is healthy. A lack of debate leads to [complacency](http://thesalesblog.com/blog/2012/01/08/fear-complacency-your-clients-do/). **Dissent**: Encourage those that disagree to dissent. Disagreement is healthy. This is what it at the root of the debates and the dialogue. You need people who see the world differently. You need people on your team who are willing to challenge [the status quo](http://thesalesblog.com/blog/2012/02/28/the-status-quo-the-most-dangerous-threat-to-your-deal/) with their ideas. Thwarting dissent frustrates the people with ideas, and it frustrates your ability to improve. **Develop the Best Ideas and Plan**: The dialogues, the debates, the disagreements, the dissent all lead to the development of better ideas, better plans, and [better execution](http://thesalesblog.com/blog/2012/01/09/how-to-talk-with-your-team-about-execution/). #### Get Behind the Plan and March Debates and disagreements are healthy. Arguing about the best way forward is critical. This isn’t about winning the argument. It’s not about building consensus or helping people to buy in. It’s about coming up with the best plan, the best course of action, the best way forward. But for all of the fighting to be worthwhile, a decision must be made—and then you must march. There can be no passive resistance, no digging in of heels, and no resistance. Strong sales organizations fight like crazy until the decision is made, and then they act on that decision. They stop the dialogue. They stop the debating. And they stop dissenting. No one asks their team to take action and suggests that they are doing so only because “[the company is making us.](http://thesalesblog.com/blog/2012/01/07/you-are-the-leader-blaming-your-company-makes-you-less/)” The plan and its execution becomes theirs; they own it. This is true even if they didn’t win the argument and even if it isn’t their plan or preference. #### Questions Is discussion, debate, and dissent good for an organization? When does is go too far? What are the risks and problems brought on by too little discussion, debate, and dissent? Too much discussion, debate, and dissent? How do you set all of that aside and march after a decision has been made? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2012](https://www.thesalesblog.com/blog/tag/2012) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on March 26, 2012 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:27:54 PM", "datePublished" : "2012-03-26 20:33:57", "description" : "Great sales organizations argue. They are comfortable with conflict. Like any family full of brothers and sisters, the fact that they love each other doesn’t get in the way of a good argument; it makes a good argument possible–and almost a certainty. Sales organizations that are uncomfortable with conflict, those that believe dissent and disagreement […]", "headline" : "Fight It Out, Then March", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/fight-it-out-then-march", "@type" : "WebPage" }, "name" : "Fight It Out, Then March", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```