Black Sales Journal

The popularity of Black Sales Journal has increased immensely over the past three years as advice on these topics regarding our noble profession has value to those of all ethnic backgrounds. BSJ readership is a spectrum of all colors, sexes, orientations, and nationalities. BSJ covers a variety of topics that are not discussed in any other forum.

BSJ deals with a multitude of situations,  from performance, to prospecting,  to prejudice (and more). Racial prejudice is real, but not always the culprit.   Racial discrimination is, at times, practically unavoidable; in a society that is so diverse and so unwilling to move out of personal comfort zones.  This allows decisions to be governed by the simple phenomenon I call Racial Preference.

Racial Preference in sales is when a buyer elects to do business with someone because they are more comfortable with that individual primarily because of their race.

Racial Preference is simple, and not always intended to be harmful, but I think you recognize that it can rob a deserving individual of success.  Whether intended or not, racial preference  often results in racial discrimination.  Nonetheless, there are strategies and tactics to deal with this, and we help to do that.

Racial preference happens, among all races, and we all need to avoid the simple urge to choose the person we elect to do business with on the basis of their color, gender, orientation, or nationality.  You see the quality of the individual, the level of their preparation, their responsiveness, and their professionalism make for a powerful case to do business with the best!  Always be the professional and always be the best!  We can take you there!

Black Sales Journal By The Numbers

I started Black Sales Journal in November of 2010 with an inaugural issue describing the purpose and the objective.  Three years later, in an extremely competitive market, I still hope to help Black sales professionals get the information that will give them an edge in getting that professional sales position, generate real prospects, leverage strong vibrant relationships, and … land the ‘all important’ account.

This advice is available for everyone, although I direct it to those that I think sometimes find themselves at a disadvantage for reasons beyond their control.

Here are some brief excerpts of the BSJ monthly report numbers defining readership that I think are so impressive and important:

Black Sales Journal - Statistics 2013

Even more importantly, I attempt to give realistic and logical strategies and tactics to get the edge while in the sales position.  As a result the site attracted and ‘held’ the attention of sales professionals and ‘want-to-be sales’ professionals who garnered information from the site.  Note these 2013 stats:

• 900 – On average, by month, over 900 visits to the site lasted for more than 15 minutes!
• 650 – On average, by month, over 650 visits to the site last for more than 30 minutes!
• 275 – On average, by month, over 275 of those visits to the site last more than 1 hour!

BSJ is viewed on computers, cell phones, tablets, and by RSS.

All told, there were over 71,365 visits to the site.  I would be foolish to think that some visits were not only on the bias of curiosity, but many come back again.

I Need A New Job!

One of the most important activities is to help professionals get the position.  There is no more important difference maker as getting the position, or improving your employment situation.  We don’t stop there, as there is no doubt that many professionals may be skilled sales people, but still have not had a wealth of experience negotiating salary, benefits, and terms and conditions.  There are many posts regarding getting the employment situation right for you.

March and April are two of our heaviest months each year, and I suspect it represents individuals attempting to be their best for the job hunt season.  In preparation for the 2014 job hunts we will spend the second half of January and the first half of February with post designed to get candidates, from newbies to proven professionals ready for a new frontier.

Master the Relationship!

If you have had a chance to read BSJ in the past you know I stress relationship management.  No matter what your color, the mastery of the relationship is the most important task you will have for lasting prosperity.

Minimize these disadvantages by having the most powerful relationship possible, and make some money!  Read Black Sales Journal to learn how.

If you master the relationship, you will learn that issues that were disadvantages, will suddenly be unimportant.  You will see that the advantage of the relationship trumps all else.

Thank You For Reading

Thank you for reading Black Sales Journal, and I welcome your direct comments feel free to email me directly at michaelparker@BlackSalesJournal.com and I will respond as quickly as I am able.  I hear from many readers, and help privately to solve problems.  Feel free to contact me.

It is a great job, and someone has got to do it!  Sales management is one of the best and most important jobs in any organization.  How do you land this important position?  What tools is your employer looking for?  What do you have to do to stand out?

This job, which is the logical ‘next step’ is sought after by those that realize that there is more to a career than money, although the job pays well.  This job is an important ‘gateway’ to the management ranks in your organization.  Knowing the customer as well as you do gives a leg up to sales managers when other jobs open up in an organization if they perform well.

Originally discussed in 2011 take a look at the path and the tools that could land you that management job this spring/summer, and always be prepared.

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The role of sales manager was one of the most rewarding positions I ever worked.  To be able to bring fresh new sales talent into an organization was always exciting.  To make the moves to mold an existing sales unit into a conglomeration of individuals who reached and exceed sales goals with regularity was exciting as well.

The patience and determination that job required was amazing, while at the same time, it required one to quickly see thought the mud while pressing for accountability from sales the professionals.

It is a fact that sales managers, if they are solid in all aspects of management, make good managers in total.  They understand the customer better that others as well as the process of business development.

Even more important is the reality that the Black sales professional, even when moderately successful in sales, should consider a pitch for that important sales management job.  We will touch on that in this post.

Being prepared, and having the tools is important.  Let’s discuss some of the ways that you can be prepared for the opportunity.

The Most Important Tools for Sales Management

There are requisite skills for every job out there, and that is true for the job of sales manager as well.  Most sales managers are given a first assignment in a field unit, then increasing responsibility as District Sales Managers, Regional Sales Managers, and Vice Presidents of Sales.

Someone with responsibility for an operation, such as a General Manager, will want in their employ someone who does not resort to excuses or finger pointing at other units.  They need someone who understands the sales process.  I listed some of the skills and attributes that individuals responsible for operations look for when they seek a leader for a sales unit:

• Leadership
• Coach and Trainer
• Visionary
• Team Builder
• Motivator

Now, couple these with the fact that you also want these attributes in the leader of your sales unit:

• Intelligence
• Responsibility and Integrity
• Mental Toughness
• Accountability

If you can get these items, in various amounts, even with need for improvement, you can be an effective manager.

Do you have these skills?  If you have them, have you been able to demonstrate them? These are important questions as this is where you can make a difference.

Let’s Take A Closer Look

Leadership - This most important attribute can be demonstrated by your accepting responsibility in meetings, projects, breakout groups, and other assignments.  Don’t be in the “everyone else took a step back” situation.  Step to the front and claim the role as a leader.

Coach and Trainer – This is an important role for a sales manager, so to the degree that you can demonstrate it, you will show initiative and skill.  Best suggestion; mentor other sales professionals in your organization.  Nothing works better than another professional saying that you helped with his or her career.  You also learn in the process.

Visionary – This is an attribute more than a skill, yet totally necessary in the sales management realm.  I speak of it in Black Sales Journal, March 7, 2010, Be The Consummate Professional. It is what happens when you know what you are doing well as a professional, and knowing your organization, and are able to determine ways processes or products can be done better.  It is foreseeing the change before it is necessary.

Team Builder – This one you can do, and are probably doing already.  Now, remember why it is important … Sales professionals are used to being mavericks.  They are used to a “zero sum” game, “I win, or you win, we both don’t win.”  The ranks of sales is not stocked with team builders, you can stand out from those that are faking it.

Motivator – It might be hard to prove your level of skill on this one.  You can show energy, enthusiasm, as well as drive in interacting with your manager and others.  They must see you as being able to provide an atmosphere of motivation that will benefit others.

Intelligence – This one is one that cannot be faked.  You need to have the basic intelligence to run the business of distributing the company’s product.  They will not give you an aptitude test, yet they will look at everything you have done lately, and how you handled it.  Do you understand business functions, and can you think “on the fly?”

Responsibility and Integrity – I put these two together for a reason. These, as is intelligence, are reasons that professionals don’t get into sales management.  If you are whiney, and complaining, even when you are correct, you will not get there.  If you “fudge” on expense reports, and the only reason that actions are not taken are that they cannot prove you did, you will not get there.  Show responsibility and always exude integrity, and you will be looked on favorably.

Mental Toughness and Balance – You cannot be a sales manager if you don’t exude mental toughness.  You cannot be down one day and up the next.  It does not work that way when you are responsible for others.  Know that the “sun will come up tomorrow” in everything you do.  Know the law of large numbers and be able to teach it to others.

Accountability – Be accountable, and be able to expect it from others.  Avoid excuses, and always know your role, your goals, and everyone else’s.  Accountability is the rule in management, and even more in sales management.

How You Can Get Prepared?

If you are Black, you recognize that Blacks are underrepresented in sales.   It suffices to say that they are well underrepresented in sales management.  We, frankly have woeful numbers in the sales management ranks.

The way to have more Black sales managers is to perform well and formulate and implement strategies that make you successful.  Black Sales Journal can help you in that regard.   Perform well as sales professional, and strategize as to the best time to make the move to management.  The positions come up when managers retire, get promotions, or are terminated.

That means you need to draw up ‘your own’ succession plan for your organization.  How long does your managers, or his or her peers have to work before promotion, retirement, or termination?  Who is your competition, and what do they have as their attributes as compared you?  Show your motivation, always increase your knowledge, and above all, do everything you do with integrity.

You will get your chance to show your  preparation and you qualifications.  Don’t waste it.  Always be prepared!

We welcome your comments.