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Hannlin
Last rep in this QBR setup. We’re getting there. The aha from this rep’s deals detail is that they don’t control their POC process. They don’t know the success criteria or when the POC is completed.
Hannlin is the hyper-confident, hyper-active rep. Lots of activity, responding to RFPs, running POCs, but no control. Like the rep before him, he forecasts over quota. Also like the rep before him, there’s tension between Hannlin’s manager and the other manager who resents slipped deals being in the forecast and the lack of accountability for reps.