Jon McNeill

And he said, I looked at the system, you're not flying.

I have no idea.

I said, okay, tell me how many people have gotten a test drive in the last 30 days that haven't been called back.

So he cranks through the CRM and he comes back and says 9,000.

And I'm like, 9,000, you're going to make your quarter if you just call these people.

I said, okay, look, this problem has to get solved now.

So I'm kind of in CEO mode.

And I'm like, this problem has to get solved now.

Can you cut off any new leads to salespeople?

Until they call all their previous test drives back.

He's like, yeah, I can block that in the system.

I said, okay, do it.

He's like, great.

It'll be done in two hours globally.

There was an incentive problem, but there was also a profile problem.

We were hiring people that didn't know how to ask for the sale, and that was the root cause.

So when you forced them to, then stuff started moving.

So I talked to the guy the next day.

He's like, I already have the results out of Asia and Europe, and sales are flying.

And I said, no surprise.