Black Sales Journal

Success can sometime be vexing if you are a sales professional. As success and increased income for many sales professionals increases so do the rivals and detractors in the workplace.  Yes, the very things that we all wish for can turn into a terrible wedge and fuel attitudes from slight jealousy to flat out envy.  When this happens, the competition becomes less than productive, and relationships strained.

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You are making appointments, keeping them and closing deals.  You string together a series of ‘wins’ that is admirable.  It is all going right.  You receive notoriety for your new accounts and your success is getting you management attention as well as a ‘swelling’ income.

Because it is time, and the money is there, you buy a new foreign luxury sedan, and then the barbs begin.  Your income starts to show your success as you buy some new clothes and join an exclusive club.  “Making it rain” is getting you notoriety along with the accompanying benefits of being the number one sales professional in the unit.

Your fellow sales professionals, and others become critical of you for a variety of reasons.  It is even rumored that your manager, who is of the opposite sex, is interested in you.  You are accused of ‘stealing’ prospects, and you become an island.

It Happens In Different Degrees

It does happen, to different degrees.  I am not suggesting that you suspect it, as much as I am saying that sensitivities abound.

Sales units are not teams, whether they are called by that term or not.  The other individuals in your unit can range from becoming slightly perturbed to something bordering on resentment and hate when you generate success and they are not having the success that they want. Having these types of ‘enemies’ happens as sales professionals, and others sense a disparity in the resources that are doled out, or remaining.  Resources could be something as simple as face-time with the boss down to territories, prospect leads, and a variety of other benefits.

The ‘top dog’ becomes a target for jealousy, innuendo, and sniping.  This is a fact of life.  I will make a few suggestions that will help deal with this.

The Golden Rule

What I am going to say may not be golden, but if you treat it as such, your results will certainly be worth more.  Work on a simple set of principals at all times, not when you find the elusive success.  You will find that they should be practices as opposed to something that you do when you do find it:

• Practice being discreet – no one needs to know your income, or even how much you made on the last sale.
• Be humble – at work, recognize that being humble is a sign that you recognize you did not do it alone.
• Give credit and recognition to others – be honest and open about the impact of others in your success.  If you did it all alone, you don’t have to broadcast it, they will already know.
• Help others – Remember the objective of mentoring, and if you cannot be a mentor, offer assistance where needed.
• Continue the routine – If you are doing all of the above and finding success, continue the routine, and ignore the criticism.  If you are true to the above and doing your best, you don’t need to give anyone the power to deter you.

No one needs to see you dance on top of your desk when they are not having any results.  You can be happy and respectful of others in difficult times without sacrificing your success and gain.

We all have worked with sales professionals who whooped and hollered, and bragged and boasted when they scored a sale.  They even handed out cigars as if they had a new offspring after a new sale.  What they really did was to mock the fact that success can be fleeting.  Those around these misguided individuals are left to draw an interpretation that they are boorish, or that they had never had success before.  To coin a football quote “…act like you have been in the end-zone before.”

There is no reason to not celebrate, just do it discreetly.  You can celebrate with your manager, or with your family or both, as all are beneficiaries.

One Last Word

You may not care about these ‘enemies’, yet you should.  One could end up your manager, or your manager’s manager one day.  This could be important stuff.

A Chinese military strategist, Sun-Tzu (Circa 400BC) said “keep your friends close and your enemies closer” (You probably thought it was Michael Carleone from the Godfather II fame who came up with it).  I say this only to indicate that you should engage everyone, even those that feel you have aggrieved you.  There are lessons to be learned here.  You can learn from everyone, and you can help everyone as well.  Offering assistance at your specialty (sales) even though it is not common is disarming.

Master the relationship!

Your comments are appreciated.

Business sales requires that a sales professional builds and cultivates relationships.  That position plays the role of relationship manager. All other relationships pivot on the relationship that the sales professional generates.  For those who have sold for years, you know all of this.  Much of this post is for our younger sales professionals.

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As relationship manager, it is obvious that each relationship will be different, and will vary in depth.  That is the way relationships work in business and in personal life.  We all believe that we evaluate our relationships carefully, yet that evaluation comes with our own judgmental biases and perspectives.

The comfort of a relationship can lead us to speak and act in ways that are too casual.  I am speaking of the usage of slang and colloquial terms and phrases in your business relationships, as well as on the job in your own workplace.

Your Customer

If you are a Black sales professional, it is most likely that your customer and you coworkers come from a totally different background than you.  Life experiences build perceptions (Remember the 3Ps, Perceptions, Preference,  Prejudice and Your Customer – Black Sales Journal 12/27) which one carries until they are ready to give them up.  The danger of slang in a business relationship is that you do know when a word or phrase validates a perception that a buyer might have.

This does not mean that you cannot say all slang, yet slang that is culturally significant when you are still in the relationship building stage could be unacceptable.  I will admit to my guilt in using culturally biased slang with some customers.  Usually it was long, well developed relationships where I exercised that ‘privilege’.  The length of some of those relationships was decades, and I was well familiar with their views, and the customer with mine.  I was lucky, and still probably should have been a little more antiseptic.

Is This a Big Issue?

I don’t think this is a big issue, yet for some of our emerging talent, it should be heard.  Forming relationships is hard work. You need consistency and some personal protocol.

We all have a way of feeling comfort.  It can be a review of your relationship with a customer, or having the strength of a relationship confirmed by a new large order.  If you are wrong in your level of comfort you might seem crass, or you might spark something that chips away at a relationship.

Culturally biased slang includes language that in the Black community would not necessarily be offensive, yet we are not often selling to the Black community.  Even when we are, we want to have a solid idea of who our customer is, and what our boundaries are.  I suggest that it is easier to be in a business mode, and not take the risks unless you are certain of your customer and your relationship.

Your Work Environment

The work environment is a territory that you will know better than your customer.  Even in this territory, you should recognize the limitations that you should impose on yourself.  The workplace should always be considered “foreign” territory.  A familiar place for doing what you do to earn money, and make a career, yet a place that quite often has a set of rules that you have become comfortable with, even if your coworkers are barely comfortable with you.

None of this is bad at all.  Being at work is earning a living.  I had the fortune of working at a place that accepted my cultural differences and allowed me to grow.  All places don’t offer that haven, so your judgment is important here.

I was not the first Black sales professional that worked there, yet I was their first Black sales manager.  By the time I worked in that role, there were things that I said that I wish I could have taken back.  I learned on the job, and learned the hard way.  We all will not work for a solid and forgiving organization.

If you follow the same rules that you should use with customers at your job, you will never lose.  It will be easy to remember, and you will not turn anyone off.  Remember, taking back things you have uttered is like trying to “put toothpaste back in the tube.”

A Simple Example

Many years ago I was on a sales call with a sales professional who the customer told some difficult news, to which he uttered “That Sucks!” Think about that comment, and apply it to business relationships 12 years ago when it was even more sensitized.  The response from the customer was a face that I interpreted as being taken aback.

Now, quite frankly, there were many words that could have been used there, yet the one that came to mind did not sit well with the buyer, who was an older female.  When we left the call and were in the parking lot, I coached that this was not an appropriate comment.  I believe it was for laughs to a degree as there were several people in the room, yet that only means that there could have been several people offended (I don’t believe there were, yet our buyer appeared to be).

I believe that the sales rep took it to heart and appeared very professional in other calls.  I also believe that he apologized to the buyer who quickly stated that it “was fine.”  Fact is that it should not have been done.

How About Profanity?

I once had a manager who could use profanity, and no one ever seemed bothered by it.  Now, I don’t know if they were, as I was not polling, yet there were never any repercussions.  He was well accepted, and had a way about how he did it that desensitized.  I never felt I would have been that blessed.

The fact is that Black professionals should be careful about using profanity for more reasons than I could list in this journal.  It is easier to keep it clean, and be expressive and emphatic.  I believe there is no place for it in our day-to-day public image with the customer or employer.

Remember to always be the consummate professional.

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