January, 2000. It’s an unseasonably steamy day in Miami. My sales manager comes into my office and asks for a few minutes. “Keep an open mind,” he says. “I think there’s something here…I think.” And he pauses. I note his discomfort. Hmmm. Highly unusual. (This coming from someone that even today, more than 10 years later, I consider to be one of the brightest, most confident and most effective sales managers that has worked for me.)
He then stumbles into his request: “Would you spend 10 minutes with him and if you don’t agree, we’ll show him the door.” With that introduction, the bar was set limbo style – ankle biting level.