Previous Chapter | Next Chapter
Kathleen
Next rep, Kathleen. Second to the last, by the way. The big takeaway here is that Kathleen’s forecast introduces some tension between her manager and another manager. The other manager is frustrated by her manager not holding her accountable. Bad qualifying leads to bad forecasting leads to bad management leads to bad morale.
She’s the quintessential competitive rep. She forecasts over quota and says the things that the leaders want to hear which, in turn, secures an easier interrogation of her deals. She tells ‘em what they want to hear, and they have happy ears. She also forecasts a deal for the third time at a reduced amount for the third time which leads the author to inject my favorite deal quotes:
Time kills deals.
All bad deals die a slow death.