Black Sales Journal

Some times you have to face the music.  Know when to let go, and how to do it.  This post will help with this enormous task.

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In Black Sales Journal we have talked about a lot of topics, many of them being fairly sensitive.  This topic is one of those that is practical, as the profession of sales, and certainly the plight of the Black sales professional can lead to some tough decisions.

There are many solid reasons to leave a sales position at an organization, but more reasons to stay and be successful.  But if you must leave, you must leave!  Organizations are ‘organic’, meaning they change and respond to their surroundings, but these organizations, and their sales functions are far from perfect.

But don’t expect perfection, as a matter of fact, expect imperfection and find a situation that favors you.  It is natural that organizations are imperfect, because the people that run these organizations are imperfect as well.

As you may remember from past issues of Black Sales Journal, you work directly for a person, not for the whole of ABC Corporation!  Your relationship is with a supervisor, manager, or in some cases an owner/principal (if it is a smaller firm).  Remember that issue because your ability to form productive and mutually rewarding relationships is the most important activity that you can undertake.  Relationships are everything!

8 Reasons to ‘Ditch’ Your Sales Job!

These are not the only eight reasons, but they are reasons that manifest themselves in many sales organizations, and some of them specifically affect Black sales professionals.  We talked about some of it in Black Sales Journal 4/7/11, When to Consider Moving On.  Take a look at this one as well.

Let me state before showing these items that I think there are things that stem from adversity that build character and sharpen focus.  Now character building and focus sharpening do not pay the rent or house note.  Make good decisions though and don’t run from difficult situations.  Gotta Go, Gotta Go!

You don’t believe in your product or service anymore – If you really don’t, this is a true reason.  If you don’t believe in it, it will undoubtedly show through in your work.  Find something else to sell, or you will be a faker, a hypocrite, or even worse, a liar.  Understand, you don’t have to believe in your product to sell it, but if you don’t, you won’t necessarily defend, promote, and evangelize the merits of the product to the degree necessary to be a premier sales professional.

You don’t believe in, or respect your company’s management – If it is your belief that your management is ‘Mickey Mouse’ or even worse, you obviously can still work there.  If it grates you to a big degree that they can’t get it right, you may need new management, and thus a new company.  If they can’t define the direction of the organization, or ‘waive like a reed in the wind’ constantly changing program and direction, you may desire new leadership

Your relationship with your sales manager is strained and irreparable – This one is simple, but complicated.  Here we are in the most important relationship you can have in the workplace.  If this one does not work naturally, or does not respond to some attention on your part, you have to ask yourself one question:  “Am I able to make it at this place without managerial support?”  If you pretty much can do it and enjoy the benefits of a solid income and work conditions, even without this relationship being ‘warm’, then I would try to hang in there.  Remember, managers turn over also!

You are working ridiculous hours and have literally no family or personal life – This one does not happen as much in the sales world as in some other office settings, but when it does happen, it is usually because of not having much sales support.  If that is the case, you need to measure the positives of the organization against the detriments.  If you are leaving at 5:30A and getting home at 7:30P with regularity and at the same time you are sure you are efficient at what you do, you probably need another situation.  Maintaining work-life balance is important or your mate will be stressed and your children will miss you.

Business ethics are an issue with your sales manager or company management – If you think that your manager, or your company’s senior management is unethical in terms of they way they treat people, finances, or laws, then it is time to go.  See Black Sales Journal 12/1/2011, Are You Ethical?Make sure that you have solid justifications, and then make your decision and go.  No needs for a spectacle, but if there is an ethics problem and you feel the need to state it, do it in your exit interview or in a well-spoken memo to human resources and your manager.  This one should come from your heart and your head.  If you really feel it, then you need to do it.  We are all known by the company we keep!

You cannot make enough money at this company – If you cannot make enough money to live on because of the compensation or remuneration system, you may need to give it up.  If you cannot make enough money based on the inferiority of the product, you may have to cut ties as well.  You have to be objective regarding your abilities and your effort and you need to ask the question, “How would I fare under another system?”

Stress is taking over your life and causing you medical problems including lack of sleep – If you are stressing over your sales position in such a way that you get no requisite sleep and rest and you are losing appetite, you are either in the wrong job or the wrong profession.  Things always get worse before they get better in employment situations, so begin your assessment as to whether the job, or occupation is for you, and if you need a change, start now.

The issues of racial fairness, and gender equity exist, and all means for remedies are shut down. – This is a big one.  If your manager, or managers are inherently unfair, at least, or potentially prejudiced or discriminatory, you have some decisions to make.  Note BSJ 12/20/2010 Preference, Perceptions, Prejudice, and Your Employer and recognize that the solutions get decidedly slim when you are dealing with the unfairness of racial discrimination.  Racial preference is one thing; prejudice is a whole different ‘ballgame’.  Put up the good and dignified fight, but if you sense the imperative to vacate, then it is understandable.

No matter what you do, leave with dignity, and as a professional. Never succumb to the pettiness of spite.  You are better than that.  In the near future, we will once again discuss remedies for injustices, but in most cases these items above are not injustices, just a bad systems and poor management.

Keep reading over the next few weeks and you will find out how to deal with many of these issues.

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.