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Fighting Mad

Is infighting among your sales reps sidelining your business? Try these tips to get back on track.
April 1, 2004
URL: http://www.entrepreneur.com/article/69970

Barbs being bandied about your sales floor? Cutting remarks getting lobbed over cubicles? If you've got warring sales reps, you're in a world of business hurt.

Infighting among your sales squad can lead to an unhealthy environment for all your employees. As Jay Arthur, author of Motivate Everyone: Family, Friends, Co-Workers (Even Yourself)! (LifeStar Publishing), puts it, "Discord can be crippling-nothing gets done because everyone is bickering." Arthur warns that when a manager is engrossed in supervising hostile employees, costs can pile up in wasted time, lowered job motivation and the potential loss of skilled workers. If you're living a sales version of the Capulets and the Montagues, here are practical steps to take to resolve the conflicts:

While you may be hopeful that grown-ups will work out their own conflicts, don't bet your business and sales productivity on it. James DeSena, author of The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Your Profits Through the Roof (McGraw-Hill), suggests you invite reps in for a meeting and ask them to agree to work to resolve the conflict. DeSena instructs managers to solicit each side's story, ask for a commitment to work together without fighting, and let reps know their behaviors will be monitored.

Miller offers these do's and don'ts for sales managers dealing with battling reps:

Do:

Don't:


Kimberly l. Mccall (Marketing Angel) is president of McCall Media & Marketing Inc. (www.marketingangel.com) and author of Sell It, Baby! Marketing Angel's 37 Down-to-Earth & Practical How-To's on Marketing, Branding & Sales.