The Reality Coach

Kara was excited about her new position as Internet sales manager at a food supplement comp dozens of products included pills and liquids The company's ids for improving skin health, lowering blood pressure, improving digestion, and improving vision. Many of the company's sales were in bulk to supermarkets, pharmacies, and health-food stores.

In addition, many orders came in over the Internet and by toll-free numbers. Kara's responsibilities included revitalizing the company Web site periodically and finding ways to direct more Internet traffic to the site.

During Kara's first week on the job, she was assigned a coach and mentor, Malcolm, the manager of order fulfillment. Malcolm was to act in the dual role of coaching and mentoring Kara, in addition to assisting in her on boarding; getting oriented into the company). During their first meeting, Malcolm was friendly and constructive, saying that his role was to help Kara in any feasible way.

The second meeting between Kara and Malcolm was quite brief, with Malcolm asking Kara if she were yet having any problems he could provide assistance with. Kara replied that all was going well so far.

One week later, Malcolm dropped by Kara's cubicle, and said to her, "I've noticed that Internet sales have been lat Since you came on board. What is it that you are doing that is adding value to the company?" Kara replied that enhancing Internet sales takes considerable time.

Ten days later, Malcolm sent Kara an e-mail asking that she meet with him in his cubicle at 4 p.m. Malcolm asked Kara how she was doing, and then said he had some advice for her as her coach and mentor. "Quite frankly, I think You could make a more professional appearance.

Your hair is too long, and you wear too much dangling jewelry. I think that you need to tone down your appearance a little to be successful as an Internet sales manager."

Kara replied, "Nobody else has complained. Besides, most of my important interactions are over the Internet, not with customers face to face. So long hair and dangling jewelry should not be a problem."

Kara was beginning to wonder if Malcolm was really a help or just an irritant. She then devoted most of her energies the next couple of weeks into revamping and modernizing the company Web site. Her boss, as well as several coworkers, made approving comments about the new Web site. Malcolm, however, had his own opinion of the revamped Web site. He said to Kara in person, "I have heard that a few people like the changes you made to the Web site; but Kara, I am disappointed. You just tweaked the site instead of making radical changes that would increase sales substantially. I know that you can do better."

Kara replied, "Malcolm, isn't there anything I can do to please you? Are you my coach and mentor, or just my heckler?"

Malcolm retorted, "Do you think you might be too thin-skinned to succeed in business? As your coach and mentor I have to be frank. Otherwise I can't help you.

Question 1. How effective do you think Malcolm is in his role as Kara's coach and mentor?

Question 2. What suggestions can you offer Malcolm to be more effective in his role?

Question 3. What suggestions might you offer Kara so that she can benefit more from the coaching and mentoring the company is providing her?