Introduction

Rene worked for five years as a sales rep with her current employer. A career salesperson with 10 years’ experience, Rene considered herself a solid performer, always making or exceeding quota.

When her manager resigned, Rene approached company president Don about the job. After several meetings between the two, Don offered Rene the position—her first as a sales manager.

Newly hired sales reps at the company were immediately enrolled in a sales training program. Rene had taken the course and benefitted substantially. She approached Don about attending the sales management course and was shocked when he turned her down. The price, commensurate with what the company spent on sales training, was “not in the budget.”

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