Chapter 1The Inconsistent Sales Rep

Looking over the numbers for February, sales manager Kyle sees that Stan exceeded his quota by 30 percent. Kyle wants to jump for joy. He used to; he knows better now. In March, Stan will just miss his goal, and then be off by 20 percent in April. He’ll squeak by in June, while playing the role of hero in July, exceeding quota by 25 percent. And on and on it will go, month after month, quarter after quarter, all year long.

Discussions with Stan about his up and down, roller coaster-like performance prove fruitless. A friendly likeable guy, he puts Kyle’s suggestions to use almost immediately. A few weeks later he stops. Kyle then questions why he bothered.

Later that day he meets with Maria to talk about her ...

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