Ken Blanchard - One Minute Mentoring - How to find and work with a mentor - and why you’ll benefit from being one

“Sure,” Josh said with a halfhearted smile.

He followed Eva into her office and took a seat facing her imposing mahogany desk.

“Let’s not beat around the bush, Josh. Your numbers this quarter have been mediocre at best. This is becoming a pattern with you. What’s going on?”

“Just a slump. I’m pulling out of it,” he said, doing his best to believe it.

Five years after joining JoySoft as a sales rep, Josh was treading water. His job was stale, and he was no longer progressing in his career.

“I’ve heard that before, Josh. I think you could use some help. I recommend you spend some time with Eric. He set a new sales record last week.”

Josh tried not to wince. Eric Aguilar was the upstart new sales rep now sharing a cubicle with him. Eric was just a year out of college, and already he was outperforming Josh two to one. So Josh wasn’t surprised by Eva’s recommendation. Still, it was depressing to think that he was in such bad shape that he was being told to take pointers from a new hire.

Do some personal reflection about what your strengths and weaknesses are.

“I know my suggestion might sound discouraging, but I’m concerned about you, Josh. It’s like you’ve lost your motivation. The first few years you were doing all right. As you know, though, sales isn’t for everybody as a long-term career.”

Josh swallowed hard.

“What are you getting at, Eva? Should I be dusting off my résumé?”

“Not necessarily. What I’m suggesting is that you do some personal reflection about what your strengths and weaknesses are. By spending more time with Eric, you can get a sense of why he’s doing so well.”

“Beginner’s luck?” Josh said with a weak grin.

“I don’t think so. Seriously, why don’t we talk again after you’ve had some time to think about how you can either get your numbers up or maybe redirect your career energies? I’d like to help in either case.”

Walking back to his cubicle, Josh reflected on Eva’s advice. He hadn’t always felt so discouraged. Back when he had just graduated from college with a degree in business, he’d had all the energy in the world. The results of a vocational preference test indicated that he might be good in sales, which led him to a job as a junior sales rep at JoySoft. He’d fantasized about becoming a top salesperson.

Five years later, reality was staring him hard in the face. At this point, he was just hoping he could hold on to his job for another year or two—enough time to figure out what he really wanted to do.

As Josh entered his cubicle, Eric was pumping his fist in the air.

“Signed!” Eric shouted happily, slamming down the phone. He pulled out a red marker and drew a big X across the day’s date on his wall calendar. As Josh had learned from Eric, the calendar was a motivational tool he’d picked up from a business book. Every X represented a new client. According to Eric, the more Xs in a row you got, the more likely you were to get more.

Eric had a lot of Xs this month.

Good thing I don’t have one of those calendars up , Josh thought.

With a sigh, he picked up his mug and headed for the break room. He needed a breather from Eric’s enthusiasm. As Josh refilled his mug, he realized he was at a crossroads. He needed consoling—and good advice.

Fortunately, at times like these he knew just the right number to call.

ONE MINUTE INSIGHTS

Pause, Reflect, and Learn

Where are you in your life? Are you on an upward trajectory, or have you hit a plateau?

Do you feel uncertain about the direction you’re heading?

Are you open to learning from others?

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