Chapter 15: Angle of Ascent

MORE OF SOMETHING MORE,

a story about a salesman trying to establish himself,

 a CEO scheming to buy out his father's influence

                                              and the woman important to each 

                                                                          15

     As Jeremy Port stepped to the podium conversations tailed off and eyes shifted to the man with the white hair and the sunny smile stamped on a tanned face. That morning, his smile was less bright for his task. Before him, the sales force was attractive, dressed in expensive suits and smelling of aftershave, hair oil and perfume. Always intense, they looked annoyed at being called to a meeting that likely wouldn’t help them close the next deal, and that made him proud to be their sales manager and sensitive to what he asked of them.

     The company had rented the conference room in a city of Carson hotel to avoid time wasted driving to downtown headquarters. Twenty rows of cushioned chairs radiated from the front. On a long table in back were two large coffee urns, a set-up of cups and saucers and ice water sweating in silver pitchers.

     He linked faces to names and performance. A few climbed at steep angles and exceeded their personal best each quarter, like Dave Forester and Atom Green. They sat toward the front: one, his high forehead capped by sandy brown hair, had the boyish charm. The other had olive skin, black hair parted down the middle and electric vitality. Their camaraderie fascinated him. In the old days competition precluded friendship. Most of the others were still climbing, though their leveling off point had already been prefigured by the angle of ascent: somewhere in the middle. The rest, hunger diminished, were circling as if to land. He put the percentages at five, sixty-five and thirty.

     “I appreciate you being here on such short notice.” Someone hooted, setting off a wave of disgruntled laughter and then a reaction. “Get on with it.” “Shhhh!” “Come on!”

     “For a long time Slade Insurance has operated on the principle that high performers lead the way, and others succeed by emulating them, and then everybody’s fortune rises. Certainly, we have the high flyers…” He nodded toward Forester and Green who affected not to notice. “And we’ve been giving some thought on how to help others break out. To that end, we’re making some changes.” 

     The gathering leaned forward, and he raised his left hand. “What hasn’t changed is that commissions will still be paid according to your annual contracts. These changes are focused more on intangible incentives.” He raised a finger to count off. “One. We’re eliminating the Top Ten Sales Chart for individuals. From now on, the Top Ten will track the top ten sales teams.

     “Two. Teams will be a mix of high and low performers.
     “Three. The company is contracting for team-building services to help those teams succeed.

     “Four. The format of the annual sales conference will now emphasize the teams. Those are the changes. Any questions?” He grasped the podium with both hands, beaming as the sales force paused to take it in.  The hardest part was over no matter what they asked, since he didn’t know much more than what the CEO had scratched on a cocktail napkin. Slade had ordered change, and change there would be.

     A groan came from the back. “Teams, Jeremy. Really?” Laughter precluded the need for response, but the next question was dear to every salesperson’s heart. “Will this affect our territory?” He was careful. “I can’t say it won’t. We’ll have to see how it plays out.” His answer unsettled them, and they looked around as for someone who would know.

     A man he recognized as Patrick Hamel stood up. He wore green-tinged designer glasses and held a smart phone before him like evidence. “Why is this happening now? Sales have been up every quarter against the previous year’s result, and horizontally too.” Someone laughed.
     “You’re right, Pat. Overall, sales are up. With these changes, we hope to mine untapped potential."
     “How will the teams be selected?”

     He improvised an answer. “Randomly…by computer.” More grumbling. Conversations buzzed throughout the room, and then a voice boomed, “Will there be sleepovers?” Laughter ruffled them and Port picked up the vibe. “If it means more sales, we’re for it!”

     “What about SOQ parking?” At the mention of the tangible intangible only the top salesperson possessed, the room became quiet, which served to underscore his words.  “Effective immediately SOQ parking does not exist. Sorry, Atom.” The salesman flinched at the mention of his name, and waved to dismiss the perk. Eyes shifted back to the manager. 

     “We’ll keep you posted on the particulars.” He stepped from the podium to encounter a crush of people who demanded more answers but diminished on learning he had none. Already he had said too much, because from his perspective sales was an individual sport. He wondered what the chairman thought and considered placing a call, but that could wait. When he reached his convertible, he steered toward the flying club near LAX. He had some friends there and could blow off steam.

The next chapter will be posted by April 26. 
 The characters and events in this story are fictitious and do not represent any living person or real event.