Chapter 6. The "Why Nots": What's Getting in the Way?

Just as people do things for a reason, there are reasons why they won't do certain things.

"We're paying them. We're training them. We're giving them all the support they need. Why won't they make it happen?" That's what a frustrated division president said about his sales organization when his "value pricing" strategy began to falter. The strategy called for sales people to sell product on its lifetime value rather than its initial price, and it seemed to have everything going for it. It made good business sense because the product cost less for customers to operate over time, which justified a higher price at the outset. Leadership aligned compensation behind the strategy, paying much higher ...

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