Black Sales Journal

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.  Jot me a note at Michael.Parker@blacksalesjournal.com.

There is no easy way to be the best.  Part of it is achieving skills and attributes, and part of it is just plain hard work    The skills in this post will make a noticeable difference quickly.  Paying attention to these, and you wil see the benefits early and often.  Always be the best!

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I hope I never sound like a broken record, but there are some ‘rules’ that I believe in.  One of them is being prepared; another is mastering the relationship.  Those two are important, but there are more.  Realize that you can change the game with these skills and activities.

It is imperative that you have command of some very important skills to help you be successful.  We are going to make the assumption that you have a command of the requisite sales skills.  Warning…those skills are not enough.  You need skills regarding relationship building, responsiveness, and being effective.

It is work being prepared, just as it is work doing those activities that make you effective.  There is no way out around that.  I assure you…these things will reward you for the rest of your career.

Skills and Activities that Change the Game!

Be an Expert or a Specialist

Visit these BSJ articles - Your Customer Needs an Expert and More On Being an Expert

Yes, your customer does need an expert.  They may not have told you, or they might have used some key phrases such as, “I need someone who understands my business.”  Customers do not want pretenders so study your trade and your area of specialization.  When you specialize, you will want to get some certification, accreditation, or degree.  In the absence of those being available, you will want some recognition notoriety.  One way or another, you want to be recognized.  Don’t take this one for granted as it definitely changes the game.

Network Effectively

Visit these BSJ articles– Networking for the Black Sales Professional and Know Your Elevator Pitch

Whether you’re a sales professional that works for a larger concern, or an entrepreneur who runs a one-person shop, you need to hone your networking skills to a degree that you are effective and efficient.  You know the importance, as the professional who is solid at networking effectively is never without someone to present to.  Yes, it is speed dating at its finest but there is no activity like it that can yield these types of favorable results.  You will get a lot of practice at this and a lot of time for trial and error.

Create Deep Enduring Relationships

Visit these BSJ Articles – Deepening Your Customer Relationships and Deepening Your Customer Relationships Part II.  I would also suggest visiting Should You Ask your Customer for Feedback?

Unless your sales job is transactional such as a one-time sale, you will need to have an actual relationship with your customer.  You will need to get to know them, listen to them, and be responsive.  If you cannot develop a relationship that is more than casual, you are always at risk for another sales professional.  Relationships take time, develop dependence, and generate trust.  Who will risk their position, project, and profits on you and your product if you have not been able to develop a relationship?

Be Responsive

Visit these BSJ articles – Responsiveness – the Objective of the Sales Professionaland Following-Up! – Correspondence Creates an Edge.

Being responsive and exceeding expectations can separate you from other sales professionals.  Excellent follow-up is an activity that needs more attention.  It can begin to give you a special preference that accrues to someone that others can only hope to copy.   The responsive professionals are in demand because they do the things that others only do intermittently.  They communicate, keep commitments, and look toward the future.  This is a requirement to be the Ultimate Sales Professional (BSJ – Ultimate Sales Professional 1, Ultimate Sales Professional 2, and Ultimate Sales Professional 3) as it definitely separates the professional. Responsiveness is easy to talk about, but more difficult to do, as it requires you to exceed customer expectations, and be what your company needs as well.  It can be done, and you will see that at a point, these two different objectives intersect at a point.

Be Memorable

Visit this BSJ article– Make Yourself Memorable

It is not good enough to be good, or even the best, if you are not remembered!  Take the time to make sure they remember you as it will show well for all reasons.  Always be the professional and never miss a chance to present your (yes, your) brand, as opposed to the company you work for.   Your brand in addition to being responsive and all of the other fine attributes, you stay close.  You drop a handwritten note showing your appreciation.  You pass along emails and newsletters that should concern the customer.  You strengthen the customer’s knowledge and he becomes dependent on you.

Master the Skills – Make the Money

There are more skills that you might need, and more that are crucial at different times, but in the sales arena, if you put these together along with the skills that make you accomplished within the organization that you work in, you can ‘change the game’.

Review the articles that I have shown, and you will see the specifics. Remember, you cannot gain mastery without working hard at these.  You will be accomplished with them!

Your comments are always welcome.