Mike Austin describes the ethical conflict he faced as a sales rep during an economic downturn, when management demanded 20% more sales while clients like GM and Ford were laying off 30% of their workforce. He negotiated over a billion dollars in contracts at Microsoft and now aims to help clients save a billion instead.
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The economic downturn had hit and all these guys, you know, gm, Ford, they were flying down to Washington begging for money to save, save their companies and save jobs. And my management team was like, Mike, you need to go and sell 20% more to them this year. And I was like, hold on. They're laying off 30% of their workforce. They're going to Washington, you know, looking for money to save their companies and you want me to sell 20% more? And I was literally told more or less that if I didn't do it, I wasn't a great, I wasn't a good sales rep and I wasn't a team player. I knew I could do it. The games that these software companies play, I knew I could figure out a way to do it. But ethically I was misaligned with my personal values. I negotiated a billion dollars of contracts or more when I was at Microsoft. Now my, my mission in life is to help my, help my clients save a billion.