Your company is moving toward a flatter organizational structure next year. You want to keep all of your salespeople productive and happy, but you realize that this will become more difficult because of fewer advancement opportunities. You decide to meet with your salespeople to let them know of the changes because this is an excellent time to provide:

a. centralized sales training to reinforce current behaviors.
b. individualized career planning.
c. more reporting requirements to make sure the salespeople are doing their job.
d. a more challenging quota to focus their efforts on their current job.
e. because this decision was made without your input, there is nothing you can do.

Ans: b. individualized career planning.