The Sales Coaching Session
(A one-act play)
By Adam Radzik
Marketing & Sales Coach

Scene: Conversation in a conference room between Adam Radzik, the sales coach, and Peter, the mentee he has been assigned to work with. The door is closed.

Adam: - "How is it coming, Peter?"

Peter: - "Not good. I'm having a hard time increasing my business. You know, with 8.5% unemployment, things are pretty bad out there."

Adam: - "I feel terrible for families that are suffering from unemployment, but just so we don't lose perspective, 8.5% unemployment means we still have 91.5% employment. Most Americans are still working, most businesses still have their doors open and about $17 trillion in sales will be made this year in the United States. We are not facing the end of the world."

Peter: - "Hmm, I didn't think about it that way."

Adam: - "You know, I live in South Orange, and there is an old camera store that I have patronized for years. Well, a glitzy, new one- hour film developing place opened up right across the street. I asked the old proprietor how he felt about his new competition. He said, "No big deal. I will just have to work harder.," and he did. By the way, one year later the competition went out of business and he's still there.

By the way, Peter, are you doing that? Are you working harder, putting in more time?"

Peter: - "I should be, but my son, Ricky, is so involved with baseball that I am running with him all over the state. I actually now have even less time!"

Adam: - "Uh huh. You know, I can understand, Peter, I raised two kids myself, but you are going to have to find a way. Increasing sales and even maintaining existing sales cannot be accomplished without putting in the time." (Adam looks at Peter pointedly.)

Peter: - "I know you are right, Adam."

Adam: - "Peter, aren't you the only breadwinner in your family?"

Peter: - "I am. Ellen stays home to watch our kids.

Adam: - "If you don't put in the required effort, your life and the lives of your family members could get very interesting."

Peter: - "You're telling me,. I know. Just last week, they let another three people go. Very scary!"

Adam (again looking at Peter pointedly): - "Peter, you know that American businesses have become much more careful about how they spend money. I am sure your business is doing the same."

Peter: - "Are you kidding? Before this company spends a dime, you need three signatures and you have to pledge your first born as well!"

Adam: - Furthermore, there is far less credit available in the marketplace. That means that it takes much more effort to make the same sales you made last year. How much more effort do you believe it takes?"

Peter: - "Twice as much?"

Adam: - "How about five times as much!"

Peter: - "No, it couldn't be!"

Adam: - "You have no idea how many times I hear about deals that almost happened, that were so close people were sure they were in the bag, but then never happened. You know, Peter, it would be a big mistake for us to underestimate the amount of effort we need to expend in order to survive."

Peter: - "I guess so."

Adam: - "You know what your homework is?"

Peter: - "Yes, I know, — more time, more effort."

Adam: - "See you in a month, Peter."

Comedy Corner

The boss returned from lunch in a good mood and called in the whole staff to listen to a couple of jokes he had picked up. Everybody, but one woman laughed uproariously.

"What's the matter?" grumbled the boss. "Haven't you got a sense of humor?"

"I don't have to laugh," she replied. "I'm leaving Friday."