The McCormacks were small business entrepreneurs with a vision for how salons could be run profitably if only people were treated differently. It is not possible to tell from the account, but likely they did not take these motivational practices out of a college textbook. They seem like pragmatists. They see what works by trying out different ways to encourage high performers and sustain those that create the Lara Hadad’s in the group. Their whole company is a grand experiment in raising the bar and talent levels of people most able to sell the product or service. Are your learners being shown here how succeeding businesspersons are special kinds of ‘business theorists,’ setting out to prove a business model?