Published by:
Harvard Business Publishing
Length: 16 pages
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Abstract
This is an enhanced edition of HBR article 96201, originally published in March/April 1996. HBR OnPoint articles include the full-text HBR article, plus a synopsis and annotated bibliography. Rafferty Goldstone, the protagonist of this HBR case study, was one of Bulwark Securities'' hottest sales reps, but he dreamed of management. So he was elated when he was chosen to fill a manager''s slot that had opened up on the East Coast. Now, six months later, he''s in deep trouble and doesn''t know where to turn for help. But who''s responsible for Goldstone''s floundering? And can anything be done to direct him down the right path? Six experts suggest solutions to Goldstone''s plight.
About
Abstract
This is an enhanced edition of HBR article 96201, originally published in March/April 1996. HBR OnPoint articles include the full-text HBR article, plus a synopsis and annotated bibliography. Rafferty Goldstone, the protagonist of this HBR case study, was one of Bulwark Securities'' hottest sales reps, but he dreamed of management. So he was elated when he was chosen to fill a manager''s slot that had opened up on the East Coast. Now, six months later, he''s in deep trouble and doesn''t know where to turn for help. But who''s responsible for Goldstone''s floundering? And can anything be done to direct him down the right path? Six experts suggest solutions to Goldstone''s plight.