I met David in January of 1987. It was my first day as the new sales manager for a copier company in TN.
The VP told me that David had been with the company three months and had not made a single sale. In fact, he had turned in his resignation, but the company didn't want to let him go because it was around Christmas.
The company was trying to fit him into their "wolf" armor, but it didn't feel right. He was trying, but failing.
The first thing I remember telling David was that he had to quit trying to wear the corporate armor, conforming to the corporate ideal of what a good salesman looked and acted like.
In other words, "You don't need to be a wolf to succeed!" He needed to be himself. He was dyslexic and stumbled through his presentations. I coached him on Level 1 tactics and steered him towards his strengths.
He began to shine and grow in confidence. In just one year, he went from dead last to first on his team.
But the next year, he finished in first place in a company with dozens of agents. In fact, David who they thought was most likely not salvageable, stayed with them for a quarter century finishing at #1 for most of those years!