How have you handled experienced veteran reps who prefer to do things their way?

When we are asked this question it’s usually because an owner does not want to lose or disrupt a well-performing salesperson, but at the same time, they would like to see them perform better, be less disruptive or be a team player. Yes, we have handled these veterans often. I don’t believe we’ve lost one and they do become more team-oriented, improve their approach, and often will learn to help others. We are experienced people managers and leaders who can work well with all personalities as long as they can meet expectations and support the company values and goals.