Articles from July 2011



Getting Fired – Some Preparations to Help You Move On

Calendar July 14, 2011 | Posted by Admin9!

Pink Slipped

At some point in your life, you may have to endure the act of “getting fired.”  Obviously, there is no positive light when this is happening, yet it does happen in the world of sales.  One of the most common reasons has to do with performance.  Performance issues happen to sales professionals of all colors and backgrounds.  They can be particularly vexing for the Black sales professional because the stigma that getting fired carries coupled with preference and prejudice issues can severely limit hiring opportunities.

You may find a few articles and publication that talk about what happens when you get fired. Most of them make sure to mention that for a sales professional, this does not have to be a “death sentence.”  Most people, sales professionals included,  associate their livelihood with their identity, and can be devastated if they are terminated.  Additionally, changes in your relationships with co-workers, many of which you may classify as friends, can be just as shocking.  This is especially true with the suddenness of a sales termination.

There is no way to ‘get fired’ gracefully as you have are not in control.  Your reactions to the activity can be calculated and professional if you follow some of the suggestions below.

Prepare for the Future

This does not have to be a “death sentence”, yet it is a separation by any terminology.  You should always be prepared no matter how well you are doing in the job.  Since losing your job can happen for of a number of reasons, including the company ceasing to do business, you should have this plan in effect even if you are doing well.

Here are the items you should focus on:

  • Your Sales Contacts – Always have your prospect contact list duplicated on some type of accessible media.  Many sales professionals use a company issued phone, PDA, and computer.  Your contact’s information is on those devices, and your ability to recreate that information is limited once you are separated from it.  You have worked years to put it together, take this precaution.  As a sales professional this is ultra-important.
  • Key Contact Data – Have [your] Customer Profiles of your key clients up to date, and stored where you can access it—as discussed in (Black Sales Journal 1/20 Deepening Your Customer Relationships Part II). There are many that believe that client data such as this is company property.  I believe that when I have achieved the relationship that gives me personal access to client particulars about their family and social data, that it is my personal property based on my ability to be in the position to get the information in the first place.  A customer who has allowed you to be a “business friend” has not given you clearance to share his wife’s name and their personal particulars with the new sales professional who is left there to service the account.   It is yours, and it would be wrong to let that information go to someone without that status.
  • Have Your Contracts in Hand – Have access to your sales contracts.  It is important to have your signed copies in your possession, not in your files at your place of employment.  This would include your employment agreement (if you have one), your non-compete agreement, and any non-disclosures that you have signed.  This will tell you what you have agreed to do, especially including employment after termination. There is a possibility that some provisions change if you are separated by termination.
  • Know Your Rights re Final Payments – Have a copy of your sales compensation plan handy as well.  This will advise you of what is done regarding your final commissions/bonus payments if you have some coming.  If you have these papers, you don’t leave this most important area up to your former employer.
  • Document Your Accomplishments – Keep up-to-date copies of your sales numbers.  Your ability to get a job will be based on your ability to show past sales accomplishments.  Nothing shows this like the real numbers.

Time For New Opportunities

Now you are armed to seek out new opportunities.  If you did what is above, you have the following:

  • An idea of your final compensation, and possibly a severance package which will tide you over until you are able to find another sales position.
  • Documentation of your sales success. Make sure no account names are showing, as any new employer will be watching to see this evidence of integrity.
  • A roster of your key contacts as well as a data sheet on contacts that you consider key enough to have developed Customer Profiles for.  Depending on your non-compete specifics, you want the ability to be back in business again at some point in the future.

A couple of notes that you should consider:

  • Don’t sign anything without a good legal review if you are in doubt.
  • In a journal, record all of the events that have to do with your job loss.  If you make a decision to contest anything, even your severance agreement, you will have listing of events that will give you credibility.
  • Leave the physical location ASAP.  There is no reason to linger, or be told to leave.  If you do the things mentioned here, you won’t need to spend much time trying to figure out how to get your contacts, contracts, and your personal items.
  • Be amicable and be cool.  The decision is not going to change, so get the “skinny” on what you need to know, and get going, as there is much to be done.

If you are not prepared in this way, you could spend the rest of your sales career trying to get back up to speed.  Be careful and judicious with your information.  Remember to be smart!  Do not find yourself embroiled in legal scrimmaging by doing the right thing.

When it happens, you will appreciate that you have done these particulars.

Your comments are welcome.

Category Categories: African American Sales Professionals, Success Tips for Black Sales Professionals, employment strategies for Black Sales Professionals  |  Tag Tags: , ,

Revisited – Deepening Your Customer Relationships – The ‘Holy Grail’ for the Black Sales Professional

Calendar July 11, 2011 | Posted by Admin9!

Relationship

This is an important topic.  Of all of the post done in this journal since November , this one generated the most emails to me.  The reason lies in the fact that if you can define and reach a “deep relationship”, you have secured trust, credibility, and the ability to communicate openly.  I decided after an email from one of my readers from New York to re-run the post which is currently in the BSJ archives. There are a myriad of books on how to create a deep business relationship, yet this creation is a personal thing.  It is based on your connection, or ability to connect with your client.

Above all, it is based on your clients ability to make and value the strength of a personal relationship as well.  When the customer is receptive, this is an area that you can master, and one that you can profit from.  Read it if you are a new reader, and re-read it if you had an opportunity before.  Above all, strengthen your relationships!

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Deep, enduring customer relationships are the prize in some sectors of the sales world.  You will not have these with all customers, as an effort is required which goes far beyond the norm.  The objective is to have it with the most important clients.  Remember, if you don’t have a deep relationship with your buyer another sales professional will attempt to gain the buyer’s preference.

What is a “Deep Relationship”?

Before we discuss how to get there, we need to discuss the characteristics of this type of relationship:

  • Preference – You receive preference in the buying relationship and buying process.
  • A “Business” Friend – You are a trusted confidant with unlimited access to the buyer.
  • A Business Consultant – You have knowledge of the customers business that few are privy to, including access to key individuals and information.
  • A Social Acquaintance - Activities (sometimes) overlap into the social setting.  You have knowledge of your customer’s social and family situation, and conversely the buyer has a knowledge of your family situation.

This results in a buyer who, given all other issues, prefers to work with you and uses his power, authority, and influence to keep you the vendor to his organization.  This status is an asset, and it is not awarded without some effort and history.

Getting There and Staying There

Getting there is a journey and staying there is a matter of being conscious and consistent.  Attaining this position is done over time and with a lot of work and honesty.  Thispreference supersedes other preferences, including racial preference. Only someone with similar status and professional expertise can remove the incumbent.  It can happen if your promises are not fulfilled, or if your organization falls short in delivering.

I have “business friends”, former customers, from my days as a sales professional who have been friends for over 20 years. I still serve in the roll of business consultant in situations when they reach out for help.  These enduring relationships were based on the following activities:

  • Give unparalleled customer service
  • Be Honest – always tell the truth
  • Communicate, Communicate, Communicate – Tell all as early and completely as you can
  • Share Information – give the customer updates including industry news, product news, legislative news early and often
  • Be the professional
    • Make each contact meaningful and time worthy
    • Be timely in your meetings, contacts, and correspondence.
    • Be the professional

The depth of relationship comes when someone really likes you and understands you.  Some of these components can be included in the business database (such as Salesforce.com, Goldmine, or any Customer Relationship Management database) and some of these things should not be resident in a business database.  It is a compendium of information that is between you and the buyer, and should be treated that way.

Components of Your Customer Profile

Know your customer!  Use the Customer Profile to build familiarity, increase intimacy, and gain preference.

Your Customer Profile should include references to the following items:

Customer’s background/history - The customer’s previous employers, and industries.  Know items such as high school, college (if applicable), and geographic background.  Know the customer’s preferred pro teams and hobbies.

Customer facts (away from the office) - This may start with the pictures on his/her desk.  Know the customer’s marital status, number of children including ages and sex.  Know the children’s high schools and colleges.  Sharing your own information is a start.  Sharing knowledge of this information personalizes the relationship. It is a great start!

Customer Requirements – Use the profile as a repository for any must do’s, or requirements for this customer.  Example – When to call, assistant’s name and particulars, and other valuable information.

Use the information wisely, and consistently.  Within your organization become the expert on the customer and his/her business.

The Relationship Building Process

  • Build Trust – Always tell the truth! It is easier to remember.  Avoid stretching it, and avoid white lies. This is extremely important to keep your preference.
  • Communicate, communicate, and communicate! - Give difficult information immediately.  Communicate as frequently as is possible and use different mediums, but in person or phone for difficult news.
  • Be personal and personable - No one will expect to tell you about them if you won’t discuss yourself. Feel free to show your personality.  Discuss the strengths of your story, as a Black sales professional, he has probably not heard one like it.

As a Black sales professional, relationship building is ultra important, yet doable.  As you start with your current customers, hone your skills with those who you have the best relationship with.  This will pay dividends for the rest of your sales career.

Category Categories: African American Sales Professionals, Service Strategies, Success Tips for Black Sales Professionals  |  Tag Tags: , ,