Mike Valentine pulled his car into employee parking at 7:30 AM. Hung over with a sour stomach and a dull ache in his head, he was tempted to stay in his car. He couldn’t chalk today’s early arrival only to mere dedication, although he was in the mood to turn things around. It was also the fault of his good friend alcohol, who had begun to affect his sleep. While still wonderfully useful for knocking him out each night, remote in hand on the sofa, it had begun to affect his ability to stay asleep. He slept fitfully and often awoke before dawn, sometimes feeling as if he would be better rested if he had stayed up all night. Today, he had resigned himself to no sleep when he woke at 5 and decided to go to work.
Still, he was glad to be early. He had been dancing on the brink of tardiness lately and that was unacceptable to Mike. He was well-respected at his job for his work ethic. Part of his lore, over many positions, was that he was the first one in, and quite vocal about those who clocked in exactly on time. 15 minutes early is on time, on time is late…don’t ever forget it his father had always said. This mantra had served employers past and present well.
He walked through the parking lot, made some small talk with the security guard at the gate and went inside. He went about his morning ritual. He turned his computer on in his office and while it booted up he went to make a pot of coffee. He then went to the sales department “bullpen” where his reps sat and he collected the sales logs for the previous day. He expected his staff to have the previous day’s activity ready for him first thing each day. He was a flexible man in many areas but not this one. He wanted to know what his people were doing, when and how well they were doing it. He believed in accountability and he had a healthy fear of not knowing what was really going on. If Mike was never asked a question he couldn’t answer about anything in his department, it would be too soon.
Three reps had their reports in their outbox waiting for him, Tracey’s was not. He would have to deal with that today. He scanned the reports as he walked through the dark office to the coffee pot, poured a tall mug of black coffee and headed to his office. The next part of his routine was to compare the sales logs to previous ones, stored in a neat folder on his desk, looking for the famous “mail-it-in” from his reps. His lengthy experience as a Sales Manager had taught him that employees get burnt out, tired of no’s and begin to write in false stops to pad their days work. Mike Valentine didn’t look for these to punish his reps, but instead to catch sagging performance and slumping morale before it became problematic. Unlike most managers, Mike wasn’t a hard ass. He was a nurturing, helpful “working manager” who stayed on top of things. He wanted his employees to succeed.
If he found a problem he would pull the rep in and talk to them, only disciplining if it is a recurrent problem. His method of detecting “rep fraud”, as he called it, was to make follow-up calls to customers thanking them for meeting with his rep. Occasionally he would hear “I didn’t meet with that rep yesterday” and Mike then knew he had a problem. His reps knew that he did this, some finding out the hard way, so it didn’t happen often. Today, everything checked out based upon his initial scan.
He then went to his emails. There were a bunch of interoffice memos, many of which had nothing to do with him. He responded to the ones that applied to his department and deleted the rest. One email, sent late last night was labeled Golf Tournament. Intrigued, he opened it. It was from one of his best and favorite dealers in Western MA, the area’s biggest Ford Dealer. Mike had struggled over the years to get a piece of their formidable business and he was moving in the right direction. He dreamed of getting all of it. His auction would really be on the map if such a high-profile dealer were to sell all of their cars at his auction. It sure wouldn’t hurt him professionally as well. The tournament was to benefit the Boys and Girls clubs in town, a charity that the owner was notoriously passionate about. Would he like to sponsor a foursome? Mike printed it and pushed it to the right side of his desk, he would ask his manager for permission when he got in.
Immersed in the remaining emails, he was interrupted by a knock at his closed door. He could see that it was Tracey by the mass of red hair visible through the small window of his office door. He told her to come in.
“Good morning” he said without looking up.
“Good morning” she replied. She handed him her sales log from yesterday. She was off the hook for today Mike thought to himself. “I went home from my final stop last night, it made more sense given where I was.”
“No worries” Mike replied. “What’s up for today?”
“I’m headed South today. I’m leaving now. I just wanted to get this to you.”
“I appreciate that. Call me from the road if you need anything.” Mike occasionally felt warm towards her despite their notoriously antagonistic relationship. Maybe she’s coming around, Mike thought to himself. Yeah, and if pigs fly out of my ass I’ll have free bacon for life.
She nodded and left the office.