While on vacation, I would like to reintroduce a couple of posts which were well received, or at least well commented on.  Both this post and 10/27 will show a redux of a previous post.  If you have not read it, I hope you will take the opportunity.  If you have, I hope you will enjoy reviewing it.  I will rejoin you on the 31st with a tantalizing post.

This is an interesting topic, and that is why we would like to cover it here.  God has given us the gift of being different.  We come from so many backgrounds that it is difficult to point them all out.  There are as many variations in our culture as there are reasons to rejoice about it.

I am going to give a definition of your culture that is slightly shortened from Webster’s Online Dictionary (Definition of Culture):

“The integrated pattern of human knowledge, belief, and behavior that depends upon the capacity for learning and transmitting knowledge to succeeding generations.  Additionally, the customary beliefs, social forms, and material traits of a racial, religious, or social groups.”

In other words, that which is part of you because of your surroundings and your past including that which is learned and absorbed, and that which you will be passing on to others.

This is a broad interpretation.  I think you will agree that it is interesting that culture, in the form of one’s diverse background can actually be a lightening rod for criticism or even a reason for exclusion in the world of corporate employment.  Comfort, likability, even preference is affected by one’s background, color, and certainly culture.  Now these are not synonymous at all, they just blend to make a concoction that many employers avoid drinking.

Decisions on hiring, promotion, and even things as simple as who gets referrals and redistributions are done on the basis of how you are perceived.  Is it always fair?  I am more than certain that it is not!

What Are You Suppressing?

It is always wise to be yourself while in the office or work environment, as it is easier that way.  But…the self you need to be is the one that not only got you hired, but the one that can sustain your employment.  I am not saying you should be a chameleon.  You need to know how to be you, the business professional during the hours that you are selling the services and products that provide your living.

The workplace is a vessel of many principles and traditions.  You don’t have to conform to all of them, yet need to know which ones are important enough to follow so that you don’t damage your chances of success.

Suppress your culture?  Suppress it only if your culture runs afoul of the principles and traditions of your customers and your employer, and then, you only need to suppress it at work.  Should you wear your culture on your sleeve while you are at work?  I think you will agree that the answer is a resounding NO!

Let’s be Practical

Here is a brief look at some of the situations that commonly occur just to give some practical perspective.

Promotion - Your interview for a promotion is much anticipated.  You are working, in a conservative industry (commercial banking), for a conservative bank.  What do they expect from you in terms of your delivery, your approach to customers, your educational background, and your appearance?

Job Interview - You are in search of a position fitting your years of experience and your success in the past.  You are known as a solid sales professional and you want to move up in position by taking a sales manager role.  In addition to all else, your results have indicated that you are the likely candidate.  What will get you hired in this coveted position?

Reduction in Force - You are a solid performer, yet you recognize that they are considering layoffs in your sales department.  You feel you are a key performer, yet realize that there are others who have done a good job as well.  Your numbers are solid, and your product and industry knowledge are exemplary.  How are they going to make that decision as to who stays and who goes?

In each of these examples, there are two common denominators.  One is the fact that you are competing against others.  The other is that you still have a customer who has expectations from a business standpoint.

In each of the above, you could have problems if you stray from being race neutral in your approach.  Also note that you still deal with the forces of the 3P’s, Perceptions, Preference and Prejudice. Cultural diversity can and will sensitize this.  Whether you are black, brown, tan, yellow, or white, you need to recognize that if you are race neutral in your professional manner, you have a better chance of professional success.

I don’t care whether you are white or brown, if your organization has a policy against dreadlocks, braids, and Mohawks, you may want to avoid fighting it, and consider a profession or employer who does not care.  Keep your individuality, and exercise it when you are on your own time.

If tattoos and piercings are part of your culture or appearance, you should consider a sales career where those things don’t matter.  Most sales careers are not the place to be too different as there is a customer out there who will make the decision on degree of difference.

There is no doubt that you need to be the image of the consummate professional in the customer’s eyes.

Is this selling out?

This is a good question.  What I am actually sa

ying is that you must play the professional role in this theater.  Be as different as you want during your off hours.  Your alternatives to conforming are self-employment and other careers.  You are not selling out by being the professional.

One Last Word

You can be an activist in the street, a militant about social issues, or a pacifist about conflict.  I am advocating that when it comes to professional sales, be the consummate professional (while at work) who is also an activist in the street, a militant about social issues, or a pacifist about conflict.

It can be done.  It is done in sports and in many other arenas.

Be the best!

Your comments are welcome.

Motivation is an interesting subject.  I believe that it has to come from within, although each of us may need some ‘cheerleading’ it at some point.  Success can motivate some individuals, while lack of success can be the fuel for some others.  Some sales professionals respond to challenges, some to sarcasm, and others to the thrill of being ‘numero uno’.

In my case motivation had to come from within, and could not be ‘supplied’ by a great speaker or a reading.  I did respond to personal pride though.

There are motivational factors that are good and bad, including motivational speeches that stimulate and excite.  My favorite of all time is below, and I hope you will enjoy it.  Note, there is some tough language in this great video, yet it is priceless:

WARNING STRONG POSSIBLY OFFENSIVE LANGUAGE.

I know that the majority of you will never have to endure this type of speech. Although it is great theater it is something you would never forget.  Motivational speeches can come from many angles, and I suppose that some could come from individuals other than the sales manager, as was the case with this screenplay.

Your Sources of Motivation

Whether or not you agree that motivation comes from within, you might also recognize that there is a great following for the sales gurus that would like to create that atmosphere of motivation.  Zig Ziglar is sales motivator who has made millions in his speeches and seminars.  He is world renown, yet his quotes, albeit catchy, and for the most part true, did not do anything for me.  Google Zig and see if any of the quotes and quips do anything for you.

I am not endorsing or criticizing any of these individuals, as I believe that their worth is based on what the listener needs.  As I mention in Black Sales Journal 8/15, Tuning-Up Your Sales Career, I mention that these sessions can be important as you attempt to “sharpen your saw”.

Other motivation can come from reading sales books, online sales blogs, as well as attending seminars that are replete with exciting speakers and content.

When I was selling, there was a more omnipresent form of motivation.  As a single father with three children in tow, the picture on my desk showing the faces of my three children, looking angelic even though they were a handful was the motivating symbol.  This short video will give you an idea of what things could be like around the breakfast or dinner table:

Obviously it was never quite like this, yet the reality is that your family and a desire for the best life you could have is serious motivation.  Wanting family vacations, new vehicles, and a home that you can be proud of provides fuel that is intrinsic and long lasting.  Sales managers often encourage overreaching by sales professionals as it provides a constant motivation that is sometimes dangerous.  This can be dangerous, and can backfire on the sales professional.  I counted on the fact that I could not fail in providing for my children and that was an enzyme that gave me serious motivation.  It was more humble than overreaching, yet effective.

Many of you are in the same situation as you start your families, or raise them to maturity.  You recognize that your family is dependent on you, so as you ‘hit the bricks’ you realize that your motivation is at home.  Your children do not know, or need to know, about the difficult sales environment for a Black sales professional.  Your husband or wife might serve as a good sounding board on that topic, yet maybe you don’t want to burden them with it either.  No one knows it as well as the Black sales professionals who read this journal.

It Gets Real Personal

Know that your skill level is important and you should keep it sharp.  Recognize that the tactics that you use must be honed sharply as your compete with other sales professionals looking to show the advantages of their products and their own attributes.  More than anything else you should realize that the motivations that you thrive on, if they are as intrinsic as your financial and family needs will propel you better than anything external.

Use the external stuff for a finishing touch, and realize that you can find some darn good tips out from these clever speakers well as the benefit of being with those sales professionals who are in the same situation.  Knowledge is everything.

Maybe more than anything else, your probably recognize that I believe that motivation is a personal issue no matter what color you are.  I will also note that pride is an important factor, and provides motivation as well.  Being able emerge as a sales leader even in the face of the obstacles that you encounter as a minority is an accomplishment that few will understand, but is real.

Always be the best.

Your comments are always welcome.