Down, Not Out

While quick to stomp them when down, we Americans areexceedingly forgiving when fallen sports, political andentertainment heroes show signs of recovering their former glory.With a soft spot for philanderers, drug addicts and the generallymisdirected, we cheer when the fallen rebound-think Marv Albert (afine sportscaster who looks good in hose), Bill Clinton (hate himor love him, the man just keeps coming back) and Julia Roberts(remember Mary Reilly and Everyone Says I Love You?).You may find solace in these comeback tales, especially when thesalesperson you hired to make rain is in the midst of a seriousdrought.

Consider the career trajectory of "Steve" (not hisreal name), a salesperson who, after 20 years of stellarperformance in the printing business, hit rough waters at GreatLakes Cos. in Cleveland. With a national clientele, the $45 millionprinting company was diversifying by adding three new companies andseveral specialties, including database management, pre-press anddigital management services. While the new product lines were amust, the supporting technologies proved onerous for Steve. Unableto answer customers' questions, the printing veteran wasproducing frightful sales stats.