An interested prospect has ulterior motives

Published: Wed, 07/01/26

Updated: Mon, 07/06/26

July 1, 2026

TOGETHER WITH

Good morning. And we’re somehow in July—apparently, time flies when you’re constantly worrying about your next deal. In this week’s suntanned issue, we’ll take a look at the strange origins of CarMax dealerships. After that, we’ll share a Sales Fail about a first meeting, and help out a rep whose mediocre former coworker is becoming well-known online. Enjoy!

NUMBER OF THE WEEK

2-3

Top performing sales reps hit their peak quota attainment between 2-3 years in their role..

Source: Xactly

SALES ROUNDUP

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

The Boston Beer Company has settled a long-running non-compete lawsuit with two of its former sales reps, according to a federal court order issued this month. The agreement resolves a high-profile legal challenge initiated in 2024 against the maker of Samuel Adams over its highly restrictive employment covenants. The plaintiffs were the first of four former sales representatives to legally challenge the multinational beverage company’s employment policies. In their lawsuit, Brennan and Fritts alleged that Boston Beer forced employees to sign unreasonable and overly broad non-compete agreements. You can read more about it here.
A 21-year-old man from Utah was arrested by Western Slope authorities for exposing himself to several children after he had asked to use a homeowner's bathroom. Koleman Barns was arrested by Mesa County Sheriff's Office deputies following the reported incident Thursday evening. It occurred in a residential area along State Highway 340 between Grand Junction and Fruita. Barns, described as a door-to-door salesman, had contacted the homeowner about the product he was selling, then left, according to the sheriff's office. He returned later, asked to use the bathroom, and was let inside. You can read more about it here.

FEATURE

The Strange Origins of CarMax

Few companies have changed the way Americans buy used cars as much as CarMax.

It didn't invent the used-car business, and it certainly didn't eliminate every frustration that comes with buying a vehicle. But by introducing fixed prices, large inventories, and a more transparent buying experience, CarMax challenged decades of dealership tradition and helped reshape one of the country's biggest retail industries.

Today, the company is the nation's largest retailer of used vehicles, selling hundreds of thousands of cars each year. But when the idea was introduced in the early 1990s, many people in the automotive industry believed it would never work.

The concept actually began inside Circuit City. Yes, that’s right. At the time, the electronics retailer was looking for ways to expand beyond televisions and stereos. Circuit City CEO Richard Sharp encouraged executives to think big, and a small team began studying industries that frustrated consumers. Buying a used car consistently ranked near the top.

The team spent months interviewing customers, visiting dealerships, and analyzing why so many people dreaded the experience. Their conclusion was simple: shoppers wanted selection, transparency, and less pressure.

The first CarMax store opened in Richmond, Virginia, in 1993. It looked more like a warehouse than a neighborhood used-car lot. Hundreds of vehicles sat side by side, each with a clearly displayed no-haggle price. Customers could browse at their own pace without wondering whether the person standing next to them had negotiated a better deal.

The fixed-price model was one of CarMax's biggest departures from industry norms. Negotiation had long been considered part of buying a car. Many dealers worried that customers would reject fixed pricing because they enjoyed bargaining—or at least expected to.

Instead, many buyers appreciated knowing exactly what the car would cost before speaking with anyone.

CarMax also invested heavily in vehicle inspections and standardized reconditioning. Every car went through a detailed process before reaching the lot, helping build confidence in a category where trust had often been in short supply.

The sales process changed as well. Rather than pushing individual vehicles, sales consultants focused on helping customers find the right fit from a large inventory. Compensation structures evolved over time, but the company's culture placed a greater emphasis on customer satisfaction than high-pressure negotiation.

Growth came steadily throughout the 1990s. Circuit City continued opening locations across the country before eventually spinning CarMax into its own publicly traded company in 2002. The separation allowed CarMax to focus entirely on automotive retail while Circuit City struggled against growing competition in consumer electronics.

Ironically, Circuit City would file for bankruptcy just seven years later. CarMax, the side project that many considered an experiment, continued expanding.

The company also embraced technology earlier than many competitors. Long before online car buying became common, customers could search inventory across multiple locations, compare vehicles online, and transfer cars between stores. Later, CarMax added online appraisal tools, digital financing, and home delivery options that blended traditional retail with e-commerce.

The success of CarMax reshaped the used-car business. National chains such as Carvana, Vroom, and EchoPark would later build their own versions of simplified buying experiences, while many traditional dealerships adopted fixed-price programs and greater pricing transparency to remain competitive.

Today, CarMax operates well over 200 stores across the United States and has become one of the country's most recognizable automotive retailers.

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From Orientation (aka The Descent) to Working Remotely (wink wink) to Coworkers (your fellow inmates), this book covers everything you need to survive the modern workplace.

Warning: This book will not make you successful. But it might keep you sane.

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MEME OF THE WEEK

Source: Instagram -- sales_humor

QUIZ

When did the first CRM software debut?

A. 1978
B. 1987
C. 1994
D. 2001

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).

Back in the mid 2010s, I was a seller for a smaller ad agency. One prospect had been on my target list for months. He was the head of marketing for a semi-local company, and he seemed open to trying new types of advertising.

The conversation couldn't have gone better. He was engaged the entire time, asking thoughtful questions about our company, our processes, and even how our teams were structured. By the end of the call he said, "I'd love to keep this conversation going. Are you free for coffee next week?"

I was thrilled. I figured this was the meeting when we’d seal the deal. I spent hours putting together ideas specific to his business and walked into the coffee shop convinced I had a real shot at a six-figure deal (and a huge commission check).

About five minutes into the meeting, he smiled and said, "I should probably tell you why I wanted to meet." He pulled a folded sheet of paper out of his bag. It was his resume.

Turns out he wasn't interested in hiring our agency. He wanted me to introduce him to our CEO so he could apply for a job.

Anonymous

GRAPH OF THE WEEK

Source: LinkedIn Poll -- June 2026

WORTH A PEEK

What does the richest sales rep you know sell? Intriguing question, isn’t it? Someone recently posted it to Reddit and got over 700 responses. Answers range from commercial insurance, to packaging, to logistic sales. Check out the full thread 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 used to work with a guy who's lately becoming a pretty well-known sales influencer on LinkedIn. He's going on podcasts, selling courses, and posting advice every single day.

The thing is, we worked side by side for almost four years, and he was never someone anyone considered exceptional. He usually finished somewhere in the middle of the board (if that), rarely exceeded quota, and was constantly asking for help.

Now he writes as if he has all the answers, and people in the comments treat him like a sales legend. It’s super manipulative stuff too. Every time one of his posts goes viral, it drives me crazy. I've thought about commenting with what he was actually like to work with. Should I call him out or is that a bad idea?

Not Fooled in Location Withheld

----

Dear Not Fooled,

No. This isn't your problem to solve. Publicly calling him out won't make you more successful, but it could make you look petty, especially since few people make decisions based on any actual reality these days. Put that energy into your own career, your own reputation, and your own opportunities. That's something you can actually control.

Quiz answer: B. The first CRM software launched in 1987 (you can see the source article here)

How did you like today's story?

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

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