Luke decided not to challenge Sam too soon and let almost a month go by. During that time, he noticed that both RBDs had lost the initial sense of urgency. Their sales reports were more about problems, absences, and complaints and less about success and teamwork. Instead of feeling like the teams were pulling together, Luke felt that Scott and Carey were pulling away. In particular, Scott had retreated further into the background. When Luke had asked him how things were going in his territory, he had all the right answers— “Everyone’s stoked, pulling together.” However, he had none of the verve in his voice. His voice had become a monotone, almost like he’d checked out. And the sales reports showed the exact opposite results ...
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