Dear Barb:

I work for a large IT contract firm. Our Sales Reps bring in contracts that are very difficult to fill and we are expected to spend our time working on them. When we don’t fill them, we are the ones who are criticized rather than them for writing bad business.

How do we get our Sales Team to write the caliber of contracts that we can fill? I don’t want to lose my job because the contracts I’m asked to fill are impossible. How do I approach the Sales Reps without making them angry?

Tracy P., Austin, TX