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Kevin had been working in the same management position at an insurance company for several years. He was responsible for giving a presentation to all the area coordinators. The report was important because the coordinators needed the updated information to help design marketing campaigns in areas where sales had decreased. For months, Kevin had been passing out a one-page sheet that was difficult for the coordinators to read. Rather than discussing specifics, Kevin would say, “I’ve been here a while and these sales decreases go away after a while.” Instead of preparing a professional presentation, he would tell stories about what had happened at the company years ago. Kevin believed his experience and observation of sales patterns were enough informational support to assure the coordinators that things would turn around.
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