Black Sales Journal

Terminations – No one wants to think about it, yet it happens.  It does not end your quest to support your family and to move forward so think about it as what it is… a part of life.  How you handle it will be the key to what happens in your next position.

_________

Terminations happen in all occupations.  Most of what is said here in this journal applies to more than the sales profession, but the situation of a job not working out transcends sales as an occupation.

Once a termination does happen, your future is not terminated, just the relationship with that employer.  You will be seeking gainful employment in a sales position again, and your level of comfort dealing with the termination of employment from your last employer will certainly be tested, and sometimes spotlighted.

The question is simple:  Should you hide a termination from a prospective Employer?  The Answer is simple: No!

The Truth Will Set You Free

If you have read Black Sales Journal, you will remember one of my favorite suggestions:“Always tell the truth!” The key in this situation is not to focus on it.

Terminations happen and there is nothing pleasing about them.  What you don’t want to do is to relive bitterness and the trauma of a termination while you are in an interview looking for a fresh start.  One simple reason to tell the truth is that it is easier to remember.  The other is that you need to start this new relationship off on the firm footing of the truth.  In the world of sales professionals, many have had terminations for legitimate reasons, even though they endeavored to make it work.  Terminations do happen.

This is the information age and that gives prospective employers an ability to “uncover” you previous work history cheaply and fairly easy.  Note, that finding your history does not mean that a prospective employer would be uncovering the facts and details of what happened such as what your reasons for leaving.  Any hiring manager knows that a sales job followed by a prolonged absence of several months may well denote that a job action took place.

If you have been let go from your previous job because of performance issues, you need to be prepared to discuss reasonable reasons why you parted company.

Your resume needs to match up with any job history investigation that an employer can conduct.  The prospective employer checks this information through a service, such as Equifax, or other services, and certainly with any on-line information that you might post such as LinkedIn.

Consistency eliminates questions and doubts.

What Should You Say?

There are sales jobs (and any other jobs) that just do not work out.  Your objective is to be able to tell the story in a cogent fashion.  There should be no accusations or disparaging remarks, but a clear story of why selling widgets for ABC Company in Columbus, Ohio did not work and resulted in you leaving after fifteen months.

Cover the issue of what the problem was.  Whether that was pricing, marketing support, sales support, a problematic territory, or a product that was inferior.  Do it in a professional manner, and always cite what actions you took to improve your fate.  If you do not have a solid and believable story, it may appear that you just cannot sell.

If you are a sales professional selling widgets and in your last job you were terminated because you did not meet your quota/goals, you need to own up to the fact that you were terminated.  I give below an example:

“I was let go because of not meeting the quarterly sales targets in two consecutive quarter.”  You can then give clarification of the most important issues (an example)… “I had difficulty meeting the goals as we promised delivery dates that were 4 weeks to a month longer than our other competitors.”

Places You Should Never Go!

You never want to go into an interview saying that your previous employer (or any employer you have had) is prejudice or discriminatory, even if you believe it to be true.   This is a sure way not to get a second interview and a possible hire.

The “well” will be poisoned if you make statements that allude to disparate treatment, as a prospective employer will immediately put themselves in the position of the previous employers.  Remember, they do not know you!

Instead, compliment the best aspects of the previous employer as difficult as it may seem.  If it is true a compliment such as: “There is no organization that does training like ABC Corporation”, shows your respect for the company.

.Additionally, there should be no disparaging comments about your previous manager.  You are on fair ground if you cite the fact that you did not have much support, but disparaging comments are out of bounds.

Compensate For the Weak Areas

If you have been terminated for not reaching goals, you will do well to have some support from your former co-workers.  You should get letters of recommendation citing your accomplishments.

We have covered before in Black Sales Journal, that you need to fully be prepared when you go to the interview including customer testimonials and all of your sales numbers.  Don’t share proprietary information which would jeopardize your past employer’s customers or information, but do be prepared to support your effort and accomplishments.  A customer testimonial helps to illustrate your affinity for customers and the sales process but you still may have some work to do to show that you effectively prospect.  Cover all of the bases and give yourself a chance to win.

You should provide good focus on your strong points and accomplishments as well as tout your specialties.  You need to be prepared to talk about your weak points that caused you the termination.  They may not apply to the new job, and thus lose relevance, but something like door-to-door prospecting might still be a part of the job, and you need to be prepared to show how you are going to change things.

Above all, you need to walk or run the road to continuous improvement, and be prepared to enunciate this also.  Your ability to tune-up your sales career (Black Sales Journal 8/15/2011 – Tuning Up Your Sales Career) may have some relevance to a prospective employer, but it is for you.

Thanks for reading, and your comments are always welcome

Make your commitment to be the best!  Read this post, as well as last weeks (see below), and make sure to read Monday of next week (Thursday the 13th)!

__________

We continue to revisit this important topic on an in-depth basis.  This is where the differences are made!

In Part I we took an in-depth look at the traits of the Ultimate Sales Professional. If you missed it, you can access it by clicking here: Black Sales Journal 6/6, The Ultimate Sales Professional – Is this You?.

Part I looked at the traits that made this individual so highly desirable for sales managers and customers alike. Part II will look at the activities, which set this individual, apart. I am not saying that by doing these items you will be the ultimate sales professional, but it will be well on the way.

These activities exceed the norm for many sales professionals. Being Black and in sales means you have to always be on top of your game.   This group of actions is not over the top. These items represent what one must do to be the ‘best of breed’.  This is a chance to see how these items, applied well, can make an individual the crème de la crème of sales professionals.

Activities of Sourcing Prospects

Finding that next customer is something every sales professional has to think about on a daily basis.  This activity is the most important activity a sales professional will ever have. If you have this activity solved, you are well on the way to professional success.  This is the way the ultimate sales professionallooks at sourcing prospects:

• Know Your Prospecting Formula and Ratios. This individual, the ultimate sales professional, knows how many prospects he or she really needs to be successful (Black Sales Journal 2/28, How Many Prospects Do You Really Need). This sales professional grades his or her prospects and recognizes how much time to spend on those with the highest grades while at the same time knows the ratios and law of large numbers.
• Be accomplished at getting past the gatekeeper. This professional knows how to get past the gatekeeper and when that does not work as desired, knows how to get around the gatekeeper (Black Sales Journal 2/17, Getting Past the Gatekeeper).  Using these techniques on the phone and in person swells the prospect numbers creating a cache of potential proposals that his/her colleagues covet.
• Be resourceful in the prospecting process- This individual knows how to get prospects in ways other than cold calling.  An example of it is that the ultimate sales professional finds prospects by conducting informational seminars not only for the benefit a customer/prospect, and also for his/her own benefit in finding ready-to-buy customers (See Black Sales Journal 3/24, Finding Prospects Through a Seminar).
• Be an adept networker – This individual is solid in the art of networking. He or she knows that being at the right function with the right people can net leads beyond the normal cold-call.  This was explained in depth in Black Sales Journal 2/21, Networking for the Black Sales Professional.   The effective networking undertaken efficiently will pay dividends when the time is right.

Now that we know the rudiments of how this resourceful individual will find that necessary and continuing stream of prospects that turn to customers, lets take a look at how this individual works with customers.

The Customer Interface – Master It!

Once you have a valued customer, you must recognize that even though the customer can represent a lasting stream of income, almost an annuity, they also require “care and feeding”.  I know that this sounds somewhat abstract, yet think of it this way, and you will also be able to relate it to some things that you need to do on a continual basis.

The Ultimate Sales Professional does this extremely well.  Let’s look at a few of his tactics:

• Write ‘personal’ notes and cards to your customers. Show your appreciation. These notes do things that emails and phone calls cannot possibly do.  They show class and they make you memorable.  (Black Sales Journal 2/3, Make Yourself Memorable – An Important Task for The Black Sales Professional)
• Listen intently to your customers. Know and understand the importance and give full attention.  You will hear things that others don’t hear, and your solutions will begin to show your insight.  Your customers know when you are listening.  (Black Sales Journal 4/14, Are You Listening to Your Customers?)
• Ask your customers for feedback. This professional knows that consistent communication will solves problems and promotes good will.  Asking “How am I doing?”, is a good way to find out if you are giving value. (Black Sales Journal 4/28, Should You Ask Your Customer for Feedback?)
• Covet your most important customers. Never surrender them through neglect or take them for granted.  There are eight (8) activities in B2b and B2P that will make a difference.  Know them and work them well.  If you are coveting your best customers, there are other sales professionals doing the same thing.  (Black Sales Journal 4/11, “Wall Off” Your Most Important Customers)
• Deliver solutions, and then sell. Formulate solutions for your customers.   If you are selling a product, and not solutions, you may win, yet not as often as the professional, who gives the necessary forethought to solving the problem, then delivers a cogent solution to a needy customer.  (Black Sales Journal 6/20, Deliver Solutions, Then Sell!)

Don’t forget the customer relationship issues discussed in the last post, as these points beckon stronger, more durable, relationships that are founded on value.  (Black Sales Journal 7/15, The Ultimate Sales Professional Part I)

More To Come

Knowing the activities and customer interface techniques that the best would need to be accomplished, you can now rest assured that it does not stop here.  Black sales professionals should embody these traits as your quest for ‘preference’ in the eyes of a buyer is riddled with inequities, including the fact that you will need to be better than your peers.   In the next post Part III (which will post on Thursday 6/13, we will examine the other elements that pull it all together.  Join us as we discuss “where the differences are made!”

Let me know how you receive these and whether the picture is getting clear.

Your comments are welcome.