Delegating the Apex Renewal

Ryan and Brittany are discussing account assignment and decision rights for a major enterprise client in Boston just before Ryan's two-week vacation.

Delegating the Apex Renewal

Listen and choose the right answer

Why is Ryan initially hesitant to leave Brittany in charge of the Apex renewal?

• He thinks Brittany lacks basic sales experience.
• He wants to approve all discounts personally to protect revenue.
• He believes Apex Software is going to cancel their contract.

What solution does Brittany present to solve potential bottlenecks?

• An automated decision matrix with clear pricing guardrails
• A request to hire an external pricing consultant
• A proposal to delay the renewal until Ryan returns

How does Ryan react after reviewing Brittany's proposal?

• He rejects it and insists on his original twenty rules.
• He agrees to step back and trust her judgement call.
• He asks his boss to review the spreadsheet instead.

What is Ryan's final stance regarding his upcoming holiday?

• He promises not to check his emails at all.
• He cancels his trip to Boston to manage the deal himself.
• He agrees to disconnect while trusting the team's escalation path.

Listen again and complete the sentences

• Ryan: Brittany, before I fly out to Boston tonight, we need to finalize the ____ for the Apex Software renewal.
• Ryan: Great, but I expect you to own every single detail and let me ____ before you reply.
• Brittany: Honestly, waiting for your ____ while you're on holiday will create a massive bottleneck for us.
• Ryan: I just want to empower reps, but ____ is tricky when the client asks for twenty percent off.
• Brittany: What we need is a clear set of guardrails instead of you acting like a ____ .

Sources: photo by RDNE Stock project on Pexels