It is true that many professionals are losing their job. Hopefully it will not happen to you.  But if it does, you ultimate goal is to be prepared and be professional.  Losing ones job does happen.  Have your bases covered.  This post will show you how.

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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. Don’t be cheap, get legal assistance if necessary.
• 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 instant 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.

Negotiating salary and other items when accepting a new position intimidates many sales professionals.  Don’t ever believe that this negotiation is an art; it is actually more of an act!  Yes, it can be an acquired skill, but most importantly, you must believe in yourself.

I have written many times on this topic, including a post just a short few months ago.  The trick is to go in prepared.  Always be prepared!

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Negotiating Salary

There are ways to get what you want when it comes to salary and the other spoils, I would suggest that you take a look at these two posts in your effort to get what you deserve.  Combined,  these two posts cover salary, benefits, and sales situations (such as territory, vehicle, expense support, etc.) that could make your job much easier.

Check these two posts out.  They may be worth committing to memory:

Getting the Salary You Deserve! Part I

Getting the Salary You Deserve! Part II

Just lately I shared a post from a sales professional that successfully negotiated salary and other and was quite happy with the result.  He read both posts, and was not afraid to ask for what he wanted.  Read about that one here:

The Successful Salary Negotiation! It Can Be Yours!

More than anything else remember that salary, benefit, and other situations can be negotiated.  It is a timing issue though, so if you neglect to do it early on because you are skittish, you will miss your opportunity and leverage on all counts.

Career Builder Compensation Survey

This interesting article give the impression that many are reluctant to press for more compensation, and just as a matter of conjecture, are probably just as reluctant to press for benefits and other advantages as well.

I found this to be quite revealing and informative, and hope you do as well:

Career Builder Compensation Survey – 8/21/2013

It is good reading for any professional, and when it comes to sales professionals it is a reminder that you should never be afraid to ask for the ‘important’ stuff after the prospective employer has given an indication that you are their candidate.

Important points:

• Men (54 percent) are more likely than women (49 percent) to negotiate first offers.
• Many employers expect a salary negotiation and build that into their initial offer
• If unable to meet the job candidate’s salary requirements, a majority of employers are willing to provide alternative benefits

The new employer expects you to be engaged enough to want to have that discussion, but if you don’t show that bit of courage, it is fine with them.  Show the courage, you deserve everything that you can get.

Use All of the Tools

Remember to use the tools such as GlassDoor.com to understand the salary landscape, and employ fair, but firm, negotiation techniques.  Don’t undervalue your abilities and services as solid sales professionals are hard find.

If you have a salary negotiation story to share let me know.  I would love to hear it!

PS. – Thanks to Career Builder for taking on this topic.