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Fighting Mad

Is infighting among your sales reps sidelining your business? Try these tips to get back on track.

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This story appears in the April 2004 issue of Entrepreneur. Subscribe »

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:

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