In 2005, MCI Communications Services hired 54-year-old Guy Martino as a “business solutions consultant” (BSC) to provide support to its sales teams. MCI’s compensation system awarded credit to consultants when sales teams performed well, and Martino’s numbers for the year were well above quota.

But in January 2006 MCI merged with Verizon. Verizon sought to sell more complex services and required its BSCs to become directly involved in the sales process.