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The Sales Leader's Problem Solver by Suzanne M. Paling

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Chapter 14Unqualified Vice President of Sales

Carl finally built his business up to the point where he felt justified in hiring a salesperson. It was both an exciting and scary time for him. He hired Gina, an experienced rep, for the position. During the interview process, she told him she had been selling for years. She felt ready for a role that included managing future hires and participating in company decisions.

Though she understood her responsibilities would include only sales initially, she asked for the title of vice president of sales. Carl never thought a rep of Gina’s caliber would be interested in his small company. Not wanting to lose her over a simple job title, he agreed.

At first, it worked. Gina regularly achieved quota. Carl ...

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