Jon McNeill

Like we've promised this street, we're going to sell 12,000 cars this quarter.

And it's a month and a half in, we've sold three.

I'm like, oh crap, that's a big grovel.

I said, I'll tell you what, I'm traveling a ton the next week.

I'll call you in a week.

So I went out as I was traveling to Tesla stores and I test drove cars.

Totally.

I'd read the Sam Walton biography.

And the biggest thing I pulled out of that book was the management hack of secret shopping.

Because you get the sense, like frontline employees know exactly what's wrong with the company.

They will tell you what the customers are complaining about.

They'll tell you what the organization sucks at.

And so that was my first instinct, like go to the front line.

So I go to eight stores, I test drive, use different email addresses so they don't know who I am.

And the test drive is supposed to be the fulcrum of the sales funnel.

Like you hit the accelerator and you can't stop thinking about buying a Tesla.

Right.

I didn't get a single call back.

And Elon had introduced me to the head of sales ops.

So I called the guy and said, can you tell me why I'm not getting called back?