CHAPTER 23
Dreaming Big to Be Big: Loyalty and High Performance
A young sales rep took a job at a trade show marketing company. After two months on the job learning the ropes and all he could from his bosses and other reps, he told his boss and everyone on the team that he was ready: He will soon be the number-one sales rep in the company and double what the top rep does today. Many of his teammates felt he was what Texans call “all hat and no cattle” (all talk and no action). They called him cocky. But he backed up his words. He managed his time, asked his boss for coaching to serve him and their clients better, made three times the calls of everyone else, and traveled anywhere at any time to meet with prospects.
Sure enough, by his second year, ...
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