Milt had missed his sales quota for three straight quarters. Maria, his new sales manager, had tried to get Milt’s previous manager, Bob, to share his thoughts on why Milt was consistently failing to hit his targets.
Sam was surprised when his boss, Juanita, called him into her office, closed the door, sat him down, and asked him: “So what is it you guys do?” This was not the question Sam expected to hear from his sales manager that morning.
Ken’s closing ratio had been the lowest on the team for four months running. Juanita, his manager, asked him to meet with her privately so they could figure out, together, what the possible obstacles to better performance might be.