imageTWELVEThe Integrated Follow-Up

Within just three weeks, Pauline had completed her first round of 2+2 conversations and was still excited about the approach. She was convinced that this was indeed a great way to provide regular, constructive feedback to her staff. She felt that she was successfully eliminating the need for her people to be mind readers. Instead she was focusing their efforts on becoming more effective sales personnel.

Although she was basically pleased with her experience with 2+2 thus far, she was concerned that several of the discussions had not gone as smoothly as she had hoped. The disappointing sessions had generally involved ...

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