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Full of Hot Air

How to handle big egos on your sales team before they're blown out of proportion

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This story appears in the August 2002 issue of Entrepreneur. Subscribe »

Alongside such personality-describing adjectives as "competitive" and "assertive," the word "egotistical" is often cast in a pejorative light. But being a little egotistical can be a good thing in sales. Without a firm concept of their own worth, salespeople would quickly be gobbled up by the quicksand of insecurity.

Since such a personality makes one well-suited to thrive in a selling environment, you may be harboring a few shades of ego in your sales force right now. Unfortunately, the same personality trait that makes your salespeople superlative deal-closers may also ruffle feathers in the ranks. Here are a few methods for managing big heads on your sales team:

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