THE NEGATIVE REACTION

NEVER SAY GOODBYE

Ken,

Although I have tendered my resignation, I wanted to drop you a quick note and express some feelings about what's been going on lately since this "segmentation" experiment has taken place. I'm going to point out some good things, and also let you about the current gripes within your own division you may or may not be aware of.

It's obvious you are trying hard to do a good job and I see you working. I know Ann and Brad have been on all the managers about the lack of success across the board. I admire you sticking it out and continuing to try and work with the salespeople. Unfortunately, I feel the situation will not get better anytime soon, nor do I see a change in the management style that would allow me to continue working as an inside sales person. I feel this reflects more on the present upper management than it does you. They are in essence trying to create a telemarketing group, not a successful inside sales department.

On page 34 of your annual report it clearly states print sales are declining. Why would a sales organization actually INCREASE quotas when they know the future of their sales organization is in a different channel? As an organization, West has know this for some time. No sales retention policies, increased, unattainable quotas, micro-management, segmentation, etc, etc. All of this things are counter productive to retaining and keeping good salespeople.