You're the leader of a sales team that closes high-value deals every day, and you're justifiably proud of your team's consistent performance. But today, you're in a quandary, after a disturbing conversation with your top salesperson, Linda.
"I had lunch with Joe Flaherty on Monday, and ... I've been waiting to tell you about this because I'm not sure what to do," Linda says. Joe is the buyer for one of your major clients, the local school district. "He wants to buy the new X300 system."
"That's great!" you reply. "What's the problem?"
"Well, you know it lists at $27,000, and even with his discount, it's still going to be more than the $10,000 he can spend without going to the school board. So he asked me to split the order into two parts—even though it's just one item—and bill him twice." You nod. "Can we do that?"
"I've never done it before," Linda replies. "And I feel uncomfortable doing it now. I could tell from the conve...(register to read more)