A former top performer struggles to keep up

Published: Wed, 04/01/26

Updated: Wed, 04/01/26

April 1, 2026

Good morning Quota readers, and welcome to Q2-26. Besides entrepreneurship, few other professions offer the chance to start from zero every quarter, and even fewer require one metric ton of caffeine, energy drinks, and (sometimes) prescription medication to get through the year. Basically, we’re lucky… Another electrified issue awaits. Let’s get to it.

NUMBER OF THE WEEK

17 & 81

Just 17% of reps generate 81% of revenue

Source: Ebsta

SALES ROUNDUP

Here’s what’s happening in the sales world this week:

Microsoft has told managers across its cloud unit and North American sales teams to stop hiring anyone who doesn't already have a job offer in hand, The Information reported, citing three employees with direct knowledge. The move comes as the company scrambles to rein in costs and shore up margins before its fiscal year closes in June—a period during which it's also burning through billions on AI infrastructure. The freeze isn't company-wide. Teams building Microsoft's Copilot AI tools are still actively hiring, which tells you where the company's priorities lie. You can read more about it here.
A 54-year-old Florida man was recently arrested for allegedly posing as a radiology sales representative in a scheme to steal over $14 million in medical devices. Jacksonville police first apprehended Michael J. Roberson on Feb. 10 following an investigation dating to December 2024. This after a security manager at Ascension St. Vincent's Southside Hospital reported that multiple robotic surgical systems had disappeared from the facility. Police unearthed footage purportedly showing alleged accomplice Angela Kearse exiting the hospital around 3 a.m. Christmas Day 2024 with duffle bags and cardboard boxes. The 58-year-old former surgical assistant pleaded guilty in January. You can read more about it here.

FEATURE

How used car lots sprang up everywhere, practically overnight

The modern used car lot didn’t really exist until the 1940s.

Before World War II, most cars were sold new, and if you bought used, it was usually from a neighbor, a newspaper ad, or a small garage. Dealers didn’t want older inventory sitting around. There wasn’t much structure to it.

That changed quickly after the war.

By the late 1940s, millions of Americans were buying new cars for the first time. Trade-ins started piling up. Dealers needed a place to put them, and—more importantly—a way to sell them. Independent used car lots began popping up along highways and in growing suburbs, often run by guys who had no formal background in retail, just a feel for people and risk.

By the 1950s, that model was everywhere.

Dealers would head to regional auto auctions—many of which were still loosely organized—and buy whatever they could turn quickly. Some specialized in volume: cheap cars, quick flips, small margins. Others tried to “dress up” older vehicles with fresh paint, detailed interiors, and a little mechanical work to make them feel newer than they were.

This is where the industry started to split.

On one side, you had operators like Madman Muntz in California. Muntz wasn’t strictly a used car dealer—he sold new cars, TVs, anything he could move—but his approach shaped the business. He ran loud ads, made outrageous claims, and instilled a sense of urgency in his messaging. He’d run commercials yelling directly into the camera, pushing people to come down immediately. The goal was to drive traffic fast and convert it.

On the other side, you had buttoned-up dealers building long-term businesses in small towns. They knew their customers by name, would take trade-ins, fix them up, and sell them to someone they’d likely see again the following week.

Then there were the edge cases—the ones who defined the stereotype.

In the 1960s and 70s, stories circulated about dealers rolling back odometers, swapping parts between cars, or hiding mechanical issues just long enough to close a deal.

The Federal Trade Commission eventually stepped in. By 1972, odometer tampering became a federal offense. Later, the “Buyer’s Guide” window sticker became mandatory, forcing dealers to disclose whether a car was being sold “as is” or with a warranty.

But long before regulation caught up, the reputation was already forming.

One of the more telling snapshots of the business came from a 1970s Chicago dealer named Joe Girard, often cited as the highest-volume car salesman of all time. He sold new Chevrolets, not used cars, but his methods translated directly across the industry. Girard focused obsessively on repeat business. He sent thousands of handwritten cards to customers every month. Birthdays, holidays, random check-ins. His philosophy was simple: treat people well and they would come back, and bring others with them.

But many used car dealers leaned into a different reality of the business: customers often moved on, so each deal carried more weight. That made every interaction higher stakes, and every decision more immediate.

That tension—short-term gain and long-term trust—became the defining split in the industry.

By the 1980s and 90s, used car superstores started to appear. Companies like CarMax tried to standardize the experience. They offered fixed pricing, no haggling, and vehicle inspections. It was a direct response to decades of consumer distrust.

And it worked, at least for a certain type of buyer.

Independent lots, though, continued to play an important role. They still fill a specific need, especially for buyers who want flexibility, such as those with lower credit requirements, and those looking for cheaper inventory. For many people, they remain the most accessible option.

The used car lot built its reputation over time, through thousands of small decisions made under pressure—some good, many not. And that’s what’s kept it alive.

It’s still one of the purest forms of sales there is: a product, a price, and a person standing on the lot, trying to make it work.

MEME OF THE WEEK

Source: Instagram -- crushing_quota

QUIZ

Which company did Salesforce acquire in 2026?

A. Luster
B. Salesloft
C. Häagen-Dazs
D. Momentum

SALES FAILS

Each week, we bring you the most cringe-worthy sales moments from across the web. To submit your sales fail story for consideration, click here. (Don't worry, you'll remain completely anonymous).

When I was a BDR at a SaaS company, I booked a solid intro with a director-level prospect. I’d been grinding all week and needed this one to hit.

The Zoom call started, I glanced at my notes, and said, “Hey, Mark, great to meet you.” He smiled, nodded and said, “You too.” We got into it. I’m asking decent questions, he’s engaged, and giving real answers. I’m thinking this is going to turn into a clean opp.

About 10 minutes in, I say, “So Mark, how are you handling this today?” He answers with no hesitation. I keep going. “Mark” this, “Mark” that. I probably said it 15 times.

The call ends on a good note. He agrees to a follow-up with the AE. I’m feeling great. I go to send the recap email.

His name is Daniel. Not even close.

I double check the Zoom recording. His name is right there on the screen the whole time. He never corrected me once. I sent the follow-up anyway, apologized quickly, and tried to play it off. He never responded. Never showed up for the next call. What the hell is wrong with me?

Anonymous

GRAPH OF THE WEEK

Source: LinkedIn Poll -- March 2026

WORTH A PEEK

Which sales career offers the best work-life balance (no, this is not a joke)? This question was recently posted to Reddit, with over 200 illuminating responses. Check out the conversation here.

ASK THE QUOTA

Want to submit a question and be featured in our advice column? Click here. (Don't worry, you'll remain completely anonymous).

Dear Quota Team,

I’ve been in sales for about sixteen years. For most of that time, I was near the top of the board. Presidents Club four times, usually top three on the team. I was the person newer reps were told to shadow.

Over the last few years, things have changed. I’m still going to hit quota. I’m definitely not struggling. But I’m sitting more in the middle now, and I can’t seem to get past it mentally.

We hired a few new reps over the past year who are putting up big numbers. It’s hard not to compare myself to them. I find myself checking the leaderboard constantly, trying to figure out how they’re getting there faster.

What’s throwing me off is how my own wins feel. I closed a deal last week that would’ve been a big moment for me a year ago. This time it just felt like

I was digging myself out of a hole. I didn’t realize how much being “one of the top guys” mattered to me until it wasn’t as clear anymore.

I know this probably sounds minor, since I’m still “successful,” but it’s been getting in my head pretty badly and affecting my life.

Struggling in Location Withheld

----

Dear Struggling,

The part to watch is how much attention you’re giving everyone else. Checking the leaderboard, and tracking other people’s deals pulls your focus away from your own process, which is what’s most important.

Try to narrow things back down. Look at how you’re working day to day. Are you running your deals well? Are you staying consistent? That’s the part that actually matters over time.

Of course you will care about where you land—it’s a huge part of sales. Just don’t let it take over how you work, and how you evaluate your own efforts. Good luck!

Quiz Answer: D. Salesforce acquired Momentum in 2026 (you can read the source article here)

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Today's email was written by Ken Kupchik and Steve Rado.

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