Imagine that you called a meeting with one of your salespeople to discuss her performance. She is a valuable member of the team who consistently closes sales, but you notice that she would be doing better if she didn’t default to selling products and services at the lowest price point.

During the meeting, you tell her that she needs to start selling more of the high-end products, and you’re surprised when she gets defensive. She lists off reasons she sells the way she does, and because you don’t want to upset her further, you kindly tell her she should consider watching a sales webinar or set up a time for a coaching session. One week later, her sales have completely dropped off, and she hasn’t spoken to you except to give you her two weeks’ notice.

Now you’re caught off guard, understaffed, and everyone else on the team is freaking out. What went wrong?

Click here to read the entire article in the latest issue of Smart Tan Magazine online.