Roger (not his real name, for reasons that will soon be obvious) was a well-trained salesperson with superior technical knowledge. His presentation style was a little wooden, but he still wrote orders. However, his big weakness was that he was lazy and always tried to find an easy way to do something.
Roger did just enough to get by. He would go through the service records of the photocopier company where he worked to identify the ageing machines. Then he would talk to clients about upgrading. The trouble was, with this approach he would eventually run out of clients with machines to upgrade. What could he do then? He would have to do what everyone else does, which is to go out and prospect.
However, Roger wouldn't do that. When the well of service records dried up, he left the company. Slowly he worked his way through the service records of every photocopier company in Sydney. He even went to some of them twice. He was highly trained and knew every opposition machine, so from a technical perspective Roger was superior.
What a salesperson you would have if you put all that knowledge into a hard worker! But Roger wasn't a hard worker. He hopped from job to job, eventually wearing out his welcome at all Sydney's photocopier companies. When that happened, Roger moved on to other industries. But he always looked for the easy way and never lived up to his potential.
I saw Roger waste the best years of his life, all of his training and all of his potential. There is ...