SALES-TERRITORY-DESIGN5 MIN READ
Talk a Top Rep Through Losing Accounts
Lead a territory-change conversation that acknowledges resistance and reinforces the design principle.
Mara M Enterprise AE 1 Name loss 2 Explain force 3 Set support The moment 20 sec Territory change conversation Mara is losing 11 accounts to a vertical pod and believes performance is being punished. If the manager mishandles this, the highest performer becomes the loudest critic of the redesign. 11 accounts moving 45 days first health review
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