The Situation
Your company is making some substantial changes in contract agreements with clients, which they won’t welcome with open arms. As head of sales, you need to make sure your sales force gets out the word. Each rep must contact his/her clients to notify them about the change.
One of your reps, Randy, gets along well with his clients. Randy is from the Deep South, with a laid-back, sociable style — a good trait for client contact. However, Randy has mentioned that he finds it difficult to bring up this subject with clients.
You realize that Randy’s Q3 concern for others and a style that avoids rocking the boat is making these conversations difficult. After several weeks, you see that he is way behind in his notifications.
At This Point, How Should You Proceed?
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Please click on a choice to see the answer.
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