a tale of
‍ AHA! LEArning

‍Salespeople learn the real impact of bending the rules.

‍

An Ag-chemical company ran workshops for their salespeople — those selling to mom-and-pop feed stores. As part of the learning experience, they invited a typical customer into the room.

‍

Whenever the salespeople suggested 'bending' the rules — particularly around delivery periods — the facilitator deferred to the customer.

‍

The customer didn’t hold back: “Are you guys crazy?! Do you know what happens to me if you change things around? Do you know what happens if I don’t get my order this month?”

‍

Insight in Action:

Salespeople saw firsthand how promises made to customers connect to the realities of order fulfillment — and the consequences of getting it wrong.

‍