Final Chapter Continued

Dave sits down.

The manager sits down.

“I just don’t get it.  I don’t understand why the numbers are so low.”  The manager says and looks at Dave.

“I am going to quit.” Dave says a little bit shakily.

“You are going to quit?”  The manager asks.

“Yes.  The job is just stupid now.  I can not make the 90 calls a day.  We are no longer performing the job of an inside sales rep we are just telemarketing.”  Dave said.

“If you want to quit that is up to you.”  The manager said.


UnNamed Dave – Final Chapter (End)

Dave was working at his desk.  He was excited.  He was having some success.  The customers were interested.  He could feel that sales were about to come in.  He had used his energy to talk to prospects who were more likely to purchase.

But, his call numbers were lower than what they were supposed to be at that certain time of day.  His manager and the Sales Director were expecting 40 calls and Dave only had 20 calls.

He received an email.


These call numbers are not acceptable.  By this time of day there should be 35 calls at a minimum.  I can not understand why your numbers are so low.  We are going to have a meeting later today where we discuss how we will fix this.  I need a written plan from you.  Nevertheless, by the end of the day I should see 90 calls.



Dave read the email.  He was upset.  The organization did not care about the quality of the calls, they only cared about the quantity.  They just wanted to see the number.  Something they could measure and quantify.  Dave sat there and contemplated his life.  He knew he could no longer keep his sanity and continue working at ComboTech.

He used the Company Skype and contacted his manager.  “May I speak to you privately?”

The Manager responded, “Sure.”

Dave’s heart was beating fast.  He thinks that maybe his fight-or-flight response was triggered …

His manager stood up from the desk and moved towards an open meeting room.


UnNamed Dave Part 5 – The Meeting

Dave entered the meeting room.

His teammates were there.  Dave was happy for a break from his work and staring at his screen.    His mind will enjoy a break in the meeting but he will still have to show discipline.

Dave is not excited to hear Max Power.  Max Power is a coked out douchebag sales trainer who the team has the pleasure of listening to on audiobook.  Mr Power has a bestselling book called the “The Big Action.”  He thinks the key to winning in sales is to relentlessly take Big Action and just attack everything with huge force.  Instead of making 20 phone calls, you should make 120 phone calls.  Instead of setting up 3 meetings, you should set up 30 meetings.  You get the idea.  The Sales Director with the typo emails is a big fan of Max Power.

“The Big Action” has about 13 chapters.  The book could have most likely been 2 or 3 chapters but there is a good amount of fluff and repeating of the same things.

Don’t be a loser man.  In this world you need to win win win.  When somebody tells me No I can feel that they want to say Yes and then I press hard!  This world has got winners and losers and you need to pick who you want to be.  I want to be a winner.  I’m winning all the time baby!  My editor told me I should not say this but I am going to anyway, Get off your fat ass and take The Big Action!  People will try to stop you but don’t let them.  You are being a loser!  The Big Action is what you need!  Is this your job or is this a career?  How will you feed your family?  You need that Big Action baby!  -Max Power

The above transcript is how much of the book is.  As Dave looks around the table it is hard for him to tell if his fellow workers are listening to Max Power or if they are simply daydreaming while staring at the table.

After they finish the chapter, their manager is ready to do some motivation.  The manager says, “Okay team I hope we are ready to do The Big Action!  It is important to me that we hit our numbers.  My goal is that everyday, we are on top of the number boards.  You each have 500 prospects so I don’t see why each of you can’t be on top of that number board.  When I was in your position, one time I was sad because I thought I may get fired and then that motivated me to work to keep my job!  So I want you guys to know, if you don’t work hard then the Sales Director may fire you.”

Dave was having an internal monologue: “What is this bullshit?  I think I need to start hunting for a new job where I am not being informed that I could be fired everyday.  This is not healthy.”

The manager continued on.  The manager was talking about the numbers and how to go about calling the prospects.

The manager looked at Dave.  “Dave do you know what you need?”

Dave:  What is that?

Manager:  Focus.

The Manager continued, “you need to have focus.  I can tell that when you are about to make a sale that you get mega focused on what you are about to sell.  But what you really need to do is focus on all of the prospects.  Once you can focus on one hundred at a time then you will be successful.”  The manager said this with emphasis as if there was a communication of deep meaning.  Clearly the manager did not see the conflict between the idea of focus and “shotgun-strategy” (or Wide-Net approach).

Dave thought: “Oh okay I get it.  Instead of Focusing on one or two things, I need to focus on one hundred things.  Wow!  Makes perfect sense.”

The Manager continued to talk for a little bit.  “Okay team let’s go make some calls!”

As Dave got up to walk out the door he was thinking to himself, “My job hunt begins tonight.”



UnNamed Dave Part 4 – Motivational Meeting

Dave was busy at work.

He was dialing his prospects.  He was emailing his prospects.  He was trying to gain information on what his customers were interested in purchasing.

He received an email on his company email from the Sales Director.  It was titled “Sales Motivation”

Let’s make today a great day and a very good day yes.  Let successs b your duty and your obligation and attack it like a lion eats the gassele n the fields of Africaa.  The only person who is holding you back is you and now is the time to unleash the beast of you.  Lets have massive activity and attack our goals with zest.  And who wants money?  You do.  DonT let fear hold you back from being great.

Reps with 1 Transaction this week:





Reps with Zero Transactions this week:



-End of email.


Dave had read the email with a loathing feeling.  Every typo stung him as he had worked so hard in English class growing up but he knew that the Sales Director simply typed out his stream of consciousness email without proofreading it.  Dave was not sure if today would be a great day because he could feel the pressure of not making a sale yet.  He was confident his manager would be reminding him that he needed a sale.

His manager returned from the bathroom.  The manager needed about 45 seconds to login and read the email from the Sales Director.

“What do you have for me today Dave?”  The manager asked.

“I am trying to get in contact with this dude in South Africa and I have some interest from a client in India.”  Dave said.

“Sell it.” The manager said.

Dave knew the manager had no interest in the details of the client.  The manager simply wanted to see a transaction of 1000 USD or more pop up “on the board.”

Dave let out a sigh and continued his work.


UnNamed Dave Part 2 January 25th

Dave was doing his job and working.  He was enjoying his time responding to incoming emails where his customers told him they needed a week or they needed 4 weeks to decide on the product.   At 9:15AM all of the managers had to attend a meeting.  Dave does not know what transpires in the meeting of the managers.  But Dave would have to guess the meeting of managers involves the Director of Sales looking at them and telling them to “get their Shiz together and that they need a sale or else.”    It is of no surprise to Dave that when his manager returns in a stomping fashion there is a quick team meeting called.

The manager looks pissed.

“Dave, we gotta pick it up.  You have been here for one hour and 15 minutes and you only have 10 calls.  We need more.”

The manager looks at the reps.

“Guys, make the fudging calls.”

Dave is slightly distressed.  He thought the goal was to make sales, not to simply make a certain number of phone calls.  Was the goal to hit a certain call number?

The manager and the Director seemed to be focused on the achieving of a metric as opposed to encouraging individual reps to find and get sales.

The Breakdown of values.