Goals were not based just on projected revenues. The sales force now had two targets to achieve in Phase-one, revenues and profit or EBITDA.)
And besides, he had that five-unit fax order at the beginning of the year that was way above cost.
It wasn't his fault the system support engineers took three days to install them on the customer's network. "Now I can't even offer free installation with my equipment," Joe gripes.
He sits there in his cubicle debating with himself if he should call All Square Construction and test the customer's reactions or let a sleeping dog lie. He eventually decides against calling and instead calls to confirm his appointment for Carroll's Food and Beverage Wholesalers. Kelsey, his contact, picks up after just one ring then pleasantly and professionally does her introductions. Joe feels lucky because Kelsey is normally hard to get a hold of. She does confirm their appointment for one, but explains that she will not be the only one he'll be meeting with. "There will actually be three or four of us meeting with you."
"Great," Joe replies enthusiastically, "the more the merrier. I'll see you at one." He replaces his phone and notices that it's already 10:30. If only he could find more time. The days just seem to be one problem after another. There's never enough time for my real job - selling. He thinks back to his glory days, when he was at plan and things were great with the company.
Back then he could sell Rogaine to Robin Williams. At one point, several years ago he even sold a customer an additional copier just for back up. The customer had placed it in their maintenance closet and would roll it out when the primary unit needed repairs.
