Member-only story
Sometimes you must be sneaky smart.
I was a kid in my new career — a sales rep calling on hospitals in Central Kentucky for the leading distributor in the industry.
Meeting with my new boss.
I was so naive. The previous sales rep, who had 12 years of experience in this territory and was from Central KY, had been fired for not growing his sales.
Lester, my new boss, said “Michael, I am happy you are here to change the results coming out of Central Kentucky. I have high hopes.”
“One thing to be aware of is that the customers in Lexington liked Jim. He will introduce you to each customer, except for Central General Hospital his biggest account.”
“They do not want Jim to be with you when you meet them.”
Angry, antagonistic, and rude.
The V.P. of Purchasing at Central General Hospital (CGH) was a close friend of Jim’s. This was his largest account and now mine to figure out.
I was sitting in the Purchasing department waiting to meet the VP.
As he walked over to me, I introduced myself and reached out to shake his hand.
He glared at me and said, “Get out.”
