Black Sales Journal

This is one of the keys to success. First discussed in BSJ about a year ago, I still believe in it, and you may as well if you read it.  Never miss the opportunity to master the most important relationship you will have in your office.

I am a believer in this topic.  Managing your manager is the way to success.  I was a sales rep, and a sales manager, and know thtat

There should be no negative implications for a topic like this.  We attempt to manage time, territories, expenses, production, and performance outcomes as a natural course in our jobs.  I would hope that understanding how to “manage” your sales manager would be just as important.

“Managing” your sales manager involves important issues such as training, performance evaluations, potential merit increases, territory allocations, participation in sales calls, and the allocation of valuable resources such as prospect distribution, house accounts, and major accounts.

This is not anything nefarious, yet is respectfully making sure that you get the attention you need, and in some cases the space you need to do your job to the fullest.  It also would be designed to give you resources you need in a competitive atmosphere to be the premier sales professional in your unit.

As a Black sales professional, you are quite visible.  You need to be calculated in your performance, and how you frame that performance.  Your manager should be active with you as well as an observer in your performance and work activities.

Relationships Count

The most important relationship you have at your job is the one you have with your manager.  Your ability to ask questions, seek assistance, and suggest improvements should be natural.  Likewise, your ability to get feedback, accept criticism, and be generally evaluated should be a given.

This relationship is a give and take.  He or she is still the boss, and you have expectations of each other.  You need to work at this relationship if you are not the premier performer.  The premier performer has his/her results to support the relationship.  Until you get to that status, you need the manager a little more.

‘Fair Game’ Tactics

Here are some ways to effectively manage your sales manager:

Communicate Upward – Keep your sales manager knowledgeable of your activities, and the status of major clients and prospects.  Your managers should always be kept abreast.  Sales managers communicate upward to their managers regarding major prospects and clients, sales projections, and goal attainment.  The last things they want are surprises.  By communicating these things frequently, it will keep them from making projections and claims that cannot be met.

Request Assistance and Sales Manager Presence – Request your sales manager’s help for profile and difficult prospect/clients.  Remember, you will be in the boat by yourself to get the attention or negative attention depending on the results.  Sharing the attention when you win is better than ending up with the sole negative attention “spotlight” if you blow it.  You can more easily manage your sales manager if you make him or her look good.  Have the sales manager attend calls that you need help on, but also calls that put you in a good light.   You can choose calls that display the strength of your relationships, showcase your strong technical abilities, and calls that reveal your technical sales ability.

Be The Expert on You – Your manager can have as many as 12 direct reports, and the responsibility for getting results from them, and a particular territory.  He cannot possibly know you, your accomplishments, and your strengths, the way you want.  It is easier for the focus to be on your weaknesses.  You must be the expert on you!  Know the following:

• Your goals vs. current production
• Your upcoming prospects and their status
• Know your ratios (prospected to quoted, quoted to sold, etc See Black Sales Journal 2/28/2011 – How Many Prospects Do I Really Need? for some specifics)
• Know as best you can your status versus the other sales professionals

Know Your Sales Manager – Knowing as much as you can know about your manager without being invasive is good business.  It will help you understand the motivations and better be able to answer questions and complete tasks.  Know where your manager went to school and the composition of his/her family.  Know his/her previous jobs, and what motivations are present.  A sales manager who was formerly a financial person may have a focus on the numbers and metrics, and you should know this.  The more you know, the better off you are.  Know the background and feel comfortable discussing it with him/her.  You will notice that the manager will be flattered.  Information from Linked-In, or your company’s website can help you here.  You may even use Google for this purpose.

Volunteer with a Purpose – Every manager needs some help, and you should be prepared to give some assistance and learn in the process when it benefits you.  I certainly am not suggesting that you be ‘oily’ and kiss “you know what”, yet when you can add something you should step-up.  Those that don’t step-up will probably get the items they would not have chosen.

Always be Prepared – Repeat after me “I will never go into a meeting with my sales manager and be unprepared!”  This is important.  When you go in to any meeting with this most important relationship you have at that company, you should go in with a solid agenda.  No rambling and no scrambling but a meeting with a purpose that you requested and are in control of. Have your questions written down, and stick to your appointment time.  Your manager will realize your efficiency and effectiveness.

Always Perform

Here is where you start to make the distinction between you and your counterparts.  To be most effective at this, you need to consistently produce sales results.  It is a given that you need to be in good standing, yet it always helps to be exceeding goals and be a sales leader.

If you do this, you will be “shining” the light on yourself.  This type of self-promotion is totally ‘legal’.  Make sure your managers sees what is necessary and knows your value.  This is something that you can do without seeming like a “weasel”.

‘Manage” this relationship wisely.  It can make a difference in your compensation and your future.

We appreciate your comments.

I was once in a meeting in Sanibel, Florida that was done in a spacious area styled meeting facility with two large screens integrated on two separate sides of the room.  Some of the numerous profit center managers were presenting their plan for the upcoming year.  It was not exciting but was informative.  The meeting was prestigious as it was based on the having some of the most influential people in certain strategic business units together to review strategies.

It became obvious that many individuals in the room, all respectively high in their organizations, began checking their “crackberries” to find out what was happening back home.

The President and Chief Operating Officer then grabbed his personal microphone asked for everyone’s attention and said, “I have made arrangements with my assistant so that anyone who cannot turn off their Blackberry and give full attention to the presenters should go over to the help desk and get a ticket back home.”  He was serious, and I think everyone got the hint.

Creatures of Habit

This one may sound simple, yet in this day and age it is a little more complicated.  Let’s face the fact that this small item is something that you cannot do without in your daily life.  You have integrated your calendar, your contact lists, your pictures and videos, as well as your ‘to do’ list.  You check it every 5 to10 minutes or less to make sure that you are up to date, and…. Well you get the message here.

The problem with something that might be novel that you find indispensible is that others, including customers might find it a grand distraction, and even a turn-off.  A distraction to the extent that it could cost you a sale or even a relationship.

This short post will cover some of the things you might want t think about when it comes to your electronics, and the all-important interface with your customer.

Watch carefully:  When senior executives and the most important managers cut off their devices and put them away, most (but not all) people notice and do the same.  That is why we call them leaders.

The Problem With Gadgets

Gadgets, and particularly electronics, have a place.  I just suggest that it is not on a prospect or quote presentation call.

Some organizations provide presentation material on Ipads.  I don’t necessarily think it is the best idea, as I have had presentations made to me with that device, but the device serves as storage and the actual output device (the screen).

Gadgets are not only a distraction; they can make you appear rude and insensitive.  There is nothing about them that screams “customer focus”.

• Alarms and tones which interrupt, startle, and distract customers and clients
• They are not totally reliable when you need it
• They are battery operated, increasing the unreliability.
• Smart phones, PDAs, tablets, and laptops can create customer jealousy.  Many customers personal and business budget constraints keep them from having some expensive items.

Productivity Suffers Too!

Productivity woes as a result of smart devices happen whether you are talking about customers or sales professionals.  There is no clear measure for it, but it does happen.

Anytime appointments are missed, contact information lost, and files misplaced, there are hits against productivity.

In meetings, more frequent breaks have to be taken for people to access their phones, Blackberries, and even office devices.  In this day and age, questions can’t wait, answers can’t be delayed, and everything happens at the speed of light.  People are pressed to answer because answers and responses are expected.

Driving Danger

One of the other problems with these electronic devices is that once people believe that they have to provide ‘instant’ responses because it is expected, the real problem can happen.  The real problem is employees checking devices while they are driving.  As everyone knows, this is illegal in most states.

If you listen on any topic, let it be this one.  If you get a ticket for texting while driving, or using a cell phone without a hands-free device when it is illegal, there are organizations that may not hire you if you are in outside sales.  That is whether you have a company car or not because of the exposure that an employer has for gross negligence. Gross negligence is a blatant violation of a legal duty with respect to the rights of others.  It warrants large jury awards when it is proven.

Do the Right Thing

As a sales professional ‘do the right thing’ regarding your electronics.  Turn off ringers, and even vibrate modes while with customers.  There should be no distractions.  Use devices in the sales process only when it makes sense, and when your company requires it.

Avoid violations while driving that can affect your record on a near-permanent basis.  Impress your buyer with your knowledge and skills, and remember that neither relationships nor sales are made with electronic devices.  They should just make life easier for you.

Your comments are appreciated