I just stared at the ringing phone on my desk. Did I want to hear the message directly or let it roll to voicemail? I was a new major-account sales rep booking conventions into downtown Los Angeles when the Whittier quake hit, sending panic and major events into cancellation. I watched helplessly as my win column collapsed to a big fat zero! While sympathetic to my losses, my boss told me that I needed to find new business to replace what was lost as my quota hadn’t changed. I never did replace that business since the situation challenged my […]