You know how it is… on the way to work you stop at your favorite place to pick up a bacon-egg-and-cheese-on-a-hard-roll, a large coffee, the morning paper and a powerball ticket.
It’s your favorite place because it’s nearby (or at least en route), Jimmy knows how to not over cook your egg, and perhaps, most importantly, it’s a place to engage in 3-4 minutes of conversation with a casual acquaintance or two — the score of last night’s game, the weather or something from page one.
Some of the folks waiting in turn are tradesmen… you see their vans and trucks squeezed into the parking lot… painters, HVAC men, electrical guys, GCs, lawn & maintenance crews…
And then there is this guy with shined shoes, pressed slacks, dress shirt open at the collar and a suede jacket, his hair is neat and combed straight back, toothpick peeking out from his lips…
He exchanges his opinion with last night’s game with Jimmy & the plumber while he waits for his egg and double bacon well done to come off the griddle. From the sound of things he must have gone to High School with the plumber… they also share words on the fortune of their old basketball team.
But obviously their roads have diverged (although it is not clear who is at an advantage). The BMW parked outside (albeit of earlier vintage) must belong to Mr. Sharpie.
So who is he? This guy who drives an older BMW?
He’s got to be a salesman of some stripe. And you have just caught him removed from his element.
This is his “locker room” and he is prepping himself to go on to the playing field… to put black below his eyes, to steel himself for the contest ahead… to the challenges of his chosen path… to make the sale.
Look at him closely. He bears the countenance of someone who travels from point “A” to “B”… hoping to surpass last month’s figures, to surpass last year’s figures… each landmark already an improvement. He can’t be at ease (he is working that toothpick to shreds). Yesterday’s success, if it was there, is now a mirage.
Maybe he sells pharmaceuticals, kitchen appliances, fancy stereo equipment, health insurance… maybe even fancy BMWs!
But he is in sales.
And you have just caught a glimpse of him in an unprotected moment away from his brethren… away from the cloistered existence of his calling.
Look at him again… imagine his conversations with his “brethren”… sure it may begin with yesterday’s game. But eventually it reverts to business… comparing sales, talking “shop”, perhaps thinking about the next regional sales meeting when other salesmen (representing their companies) gather to hear boring presentations and eat & drink on the house.
Look at him again adjusting the collar of his shirt.
Each day simply leading to the next… perhaps if he’s lucky, better than the next guy, he can earn a trip to the big national conclave in Las Vegas.
Days of countless figures to meet.
Days of hoping that your figures will at least cover your draw.
Look at his eyes.
Never at rest. Sipping from his coffee… the forced laugh. Stirring his large Colombian Dark Roast beyond its need. More laughter, smaller this time, a cock of the head and then a raised eyebrow… the High School Coach will retire at the end of the year.
Maybe this guy doesn’t want to leave Jimmy’s Deli… doesn’t want to punch the clock yet… doesn’t want to be near his fellow sales associates… the most recent colleague coming from a competing firm, and replacing a departed colleague who has joined another competing firm. Interchangeable parts.
The cup of coffee is stirred yet again… anything to delay the departure, anything to delay the true beginning of the business day. Maybe it’s just the reluctance to simply see the familiar faces of the fellow members of the sales force, its managers, its support staff. And maybe it’s fearing the lack of success.
But his eyes never cease moving from one place to the next… one more look at his coffee… he collects his egg with double bacon well done, picks up a pack of gum… pays his tab, throws a good word to Jimmy and a “see ya next time” to the plumber.
Outside, he glances to the sky. Paces quickly to the BMW… a member of the sales force once again.