"How am I ever going to get my numbers back up this year?" thought Elizabeth Will in frustration. "Where in the world is my business going to come from?"
For the entire 4-hour drive to the regional sales meeting, Elizabeth could think of nothing else. In fact, it was all that was on her mind these days. Her boss was starting to put pressure on, but the pressure she put on herself was far worse.
Six months into the year and Elizabeth was a long way from where she needed to be to meet her quota, much less exceed it. During her fourteen years with Castleway, she’d been a consistent performer. But this year was different. Actually most of her team was struggling, which was a small comfort. She suspected this was the reason her boss, Jack Vintage, had called the meeting.
The only rep pulling in much business these days was Charlie Proffitt and he was 187% of quota! This amazed Elizabeth; she’d known him for years and he’d always been Mr. Average—never a top performer. Elizabeth had no idea what he was doing, but hoped to find out during the meeting.
She definitely needed help if she was going to get things going again at Challenge Industries—one of her larger customers. Things were not right with them this year. Price seemed to be the only thing they thought of these days. And it wasn’t just Challenge. Most of her customers were talking like that now that the market was becoming saturated with creativity systems. There was just too much competition out there.
On the positive side, Elizabeth really looked forward to seeing her colleagues again. Since they were so spread out geographically they rarely got together, but when they did everyone had a great time. She enjoyed the continuous bantering that was so typical in sales organizations. Plus it was a great chance to compare notes and talk shop. She always picked up good ideas whenever they got together.
The brightly lit hotel sign loomed ahead of her. Elizabeth pulled off the exit into the parking lot and found the closest open spot. Gathering her belongings together, she headed into the building. In the lobby she immediately caught sight of Jack and Charlie standing by the elevators talking.
“Hi Jack. Hi Charlie,” she greeted them. “Good to see you two again.”
“Elizabeth,” Charlie said as they both turned towards her, smiling in welcome.
“You made it,” said Jack. “We were getting concerned because it’s almost eleven.”
“I got started late,” Elizabeth replied. “Thanks for thinking about me though. You guys aren’t going to bed already, are you?”
“I’m an early bird,” joked Charlie. “If I stay out much later, I’ll turn into a pumpkin.”
“And I’ve got lots to do to get ready for tomorrow,” answered Jack as he pushed the up button. “We’re starting at eight—rolls and coffee at 7:30. We’ll be in the downstairs conference room.”
“Right, Jack, I’ll be there bright and early,” laughed Elizabeth. “By the way, is anyone else around?”
“There’s still a crew in the bar,” said Charlie affably. “Why don’t you join them? I’m sure they’ll be there for awhile.”
Elizabeth smiled. “I better check in and get unpacked first. Then, I’ll come down for a quick nightcap. See you both tomorrow morning!”
Interesting story; as I see two mistakes Elizabeth already has made... getting a late start in going to her big sales meeting? ...and she states she will be down for a nightcap later?(It is already after 11p.m.) I cannot wait for Chapter two!
BVL
Posted by: robert | 10/05/2004 at 08:34 AM
Jill,
This is a great idea! Thanks for sharing the story with us.
Brian
Posted by: Brian Carroll | 10/05/2004 at 03:41 PM
The boss, who's obviously very concerned about dropping sales perfomances, is going to his room to finish preparation for the meeting; the only over-quota salesperson is headed off to get a good night's sleep.....and Liz plans to check in, unpack, and meet the rest of the 'underproducers' in the bar. Doesn't take a genius to figure out what the outcome of this sales meeting is likely to be; reminds me of my first sales meeting as a district manager - still gives me a headache thinking about it.
Posted by: Don | 11/02/2004 at 08:59 AM