Black Sales Journal

The sales profession is one-of-a-kind. There are ups and downs, ins and outs, and a whole list of goods and ‘bads’ that make it both rewarding and challenging. You will go through some trials, but my hope and prayer is that you don’t have to go through some of the ones that I endured.  Check these out!

The Boss Comes to Town

I was a sales representative for a major insurance company in commercial business sales.  I was young, and thought that I was on track to get somewhere, yet nothing was assured.

I was at a sales meeting, and was sitting at a table with the Divisional Sr. Vice President, who was someone that I had only seen his picture in company publications.  We will call him Bob F. I don’t know why he sat at our table, yet we were all exhibiting our best manners.

During a lull in the meeting a sales associate of mine, who happened to be Black as well (there were 3 of us out of 62 sales professionals) began to criticize one of the local college basketball coaches.  He was a venerable older coach who was not winning the ‘big one’ but was respectable.

The SVP listened to us from behind his newspaper, and then slammed his had down on the table and said, “How dare you criticize him.  One day you will be judged on your record, just like him, and you should hope you stand up to the criticism.” He went on to say, “If you two would stop reading the sports pages, and start reading the financial pages, one day maybe you will amount to something!”  He then stormed from the table.

I wanted to be rude in my response, but was calculated.  As a single parent of three, I needed my job badly.  It is unfortunate that someone is “judged” like that.  He did not know either of us.

To this day, there is nothing that has ever infuriated me like that comment.  He did not know, but I was reading a lot more than the financial pages.  Whether I did, or did not, it was not his business.  We were merely having a conversation within his earshot.  What is larger than that was the perception that we were absorbed in the sports pages, which was something that I seldom read, or read now.

He made that assumption based on his perception, and how categorically wrong it was.  Needless to say, he was long retired before I moved up in to a senior vice president and executive vice president roles, yet I have often relived how I should have reacted to him.  I made sure that I respected our young professionals regardless of color and gave good constructive counsel without inserting my view of what they “must” be like.

Hello, I am Your New Sales Representative!

I was more than willing to accept, and take a chance on, any reassigned account, as it was a way to increase sales revenue.  I needed new accounts badly.

This account was medium in size, and although complicated, well within my capabilities as a new sales representative.  After much preparation I made my first visit to the account to make my introduction and discuss a change in pricing on the account.  My sales manager accompanied me on the call, as the increased price was sure to be a touchy issue.

After the introduction it was obvious that the call was not going to be warm and fuzzy.  The customer, who was an older individual, sat motionless with a foul expression even before the increase in price was discussed. Once pricing was discussed, the customer slammed his hand down on the desk and said, “This is bull _ _ _ _ , you are trying to put me out of business!”.  “I will not accept this!  Get the hell out of my office!” he ranted.  We made a feeble attempt to explain the pricing but were told again to “Get out now!”

We gathered our materials and made a hasty retreat.  The buyer followed us through the open office, full of his employees, ranting at us.  On our drive back to the office, my manager and I discussed the call and it was obvious that neither of us expected the reaction, price increases were happening everywhere and ours was modest compared to others.

Upon arriving at the office the Regional Sales Manager (my sales manager’s boss) called me to discuss.  The customer had called him and advised that he was ticked and that they were going to move their business if a change was not made.   I told the Regional Sales Manager that I had done everything possible on the pricing.  He said to me “It is not the pricing that he wants to change, he wants you off of the account.  He advised that he was not going to work with you based on your race.”  I knew from the conversation that he was sparing me the actual comments made.

Then came a statement that changed my life.  He indicated that he told the account that if that is the way you feel, “He is our sales representative, and if you work with us, you will work with Michael.  If not, we will, at your suggestion, terminate your account.” The account ‘fired us’ later that day he indicated that he was moving his business and never would return.

Lunch With “the Guys”

I highlighted this situation in one of my Black Sales Journal articles over year ago.  Sales is historically one of the loneliest professions.  Countless hours of cold calling in high-rises and industrial manufacturing complexes and numerous hours on the phone tend to put you in the mood for some type of camaraderie.  This was usually reserved for paydays.

We ‘lunched’ at local restaurant exchanging stories.  There were six of us, and I was the only African-American. At that time, I was the only Black sales professional in our office ahead more than 30 sales professionals.

The subject of automobile accidents came up and here’s the dialogue that followed:

“People are driving crazy these days! On the way to the office this morning I almost got hit by a car load of nig…” He paused before the word could be completed. There was not a person at the table that did not know what he was going to say next.  There was also not a person at the table that was not quickly and silently embarrassed.  You could see them thinking, “What in the heck is he doing?” I don’t know what normally happened when I was not at lunch with them, but today I happened to be there, and the comfort level was just a little too high.

The table fell silent, and I felt I needed to reinforce what happened by allowing the silence to be deafening. My associate exited to the washroom, and everyone turned and looked at me. I thought that was interesting, but it was an expected reaction. One of my associates said, “I thought you were going to clock him!”  I responded, “Then you don’t know me at all.”  You could cut the tension with a knife at that point.

Had I not been there the conversation would have continued.  Had I not been there tension would not have enveloped the table. Had I not been there no one would’ve been embarrassed.  Being there served as a stark reminder that things are often different when you are not around!

When he came back to the table, I took the opportunity to say, “so what happened next?” Letting him know that I heard everything he said clearly and succinctly.  He paused in obvious discomfort.  As everyone else had a sandwich stuck in the throat, I gave him a less than threatening stare and finished the last bite of my food.

Later that afternoon at the office, several individuals present at the lunch came over to me and told me how uncomfortable they were.  But… I know that had not been present there is a strong possibility that no one would have been uncomfortable with the language that was used.

Conclusion

I think it is better in this day and age, but the underlying problems can still exist.  Coworkers, customers, and upper management all showed to be a challenge at some point or other.  I can only emphasize that I worked with an outstanding company, and with a wonderful group of people, on average, and was blessed with customers that I still consider friends to this day.

Make the best of all of it, and always learn from others.  Always be prepared!

Your comments are welcome.

This is always one of my most popular post, probably not because it is a question that many want to ask.  In a world of tattoos, hair styles, and social media, so many want to be ‘individuals’.  I rerun it because I want you to be yourself, but also be employed.  Sales may not be unique in its level of internal and eternal visibility, but it is special.  Check it out!

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This is an interesting topic, and that is why we would like to cover it here.  God has given us the gift of being different.  We come from so many backgrounds that it is difficult to point them all out.  There are as many variations in our culture as there are reasons to rejoice about it.

I am going to give a definition of your culture that is slightly shortened from Webster’s Online Dictionary (Definition of Culture):

The integrated pattern of human knowledge, belief, and behavior that depends upon the capacity for learning and transmitting knowledge to succeeding generations.  Additionally, the customary beliefs, social forms, and material traits of a racial, religious, or social groups.

In other words, that which is part of you because of your surroundings and your past including that which is learned and absorbed, and that which you will be passing on to others.

This is a broad interpretation.  I think you will agree that it is interesting that culture, in the form of one’s diverse background can actually be a lightening rod for criticism or even a reason for exclusion in the world of corporate employment.  Comfort, likeability, even preference is affected by one’s background, color, and certainly culture.  Now these are not synonymous at all, they just blend to make a concoction that many employers avoid drinking.

Decisions on hiring, promotion, and even things as simple as who gets referrals and redistributions are done on the basis of how you are perceived.  Is it always fair?  I am more than certain that it is not!

What Are You Suppressing?

It is always wise to be yourself while in the office or work environment, as it is easier that way.  But…the self you need to be is the one that not only got you hired, but the one that can sustain your employment.  I am not saying you should be a chameleon.  You need to know how to be you, the business professional during the hours that you are selling the services and products that provide your living.

The workplace is a vessel of many principles and traditions.  You don’t have to conform to all of them, yet need to know which ones are important enough to follow so that you don’t damage your chances of success.

Suppress your culture?  Suppress it only if your culture runs afoul of the principles and traditions of your customers and your employer, and then, you only need to suppress it at work.  Should you wear your culture on your sleeve while you are at work?  I think you will agree that the answer is a resounding NO!

Let’s be Practical

Here is a brief look at some of the situations that commonly occur just to give some practical perspective.

Promotion - Your interview for a promotion is much anticipated.  You are working, in a conservative industry (commercial banking), for a conservative bank.  What do they expect from you in terms of your delivery, your approach to customers, your educational background, and your appearance?

Job Interview - You are in search of a position fitting your years of experience and your success in the past.  You are known as a solid sales professional and you want to move up in position by taking a sales manager role.  In addition to all else, your results have indicated that you are the likely candidate.  What will get you hired in this coveted position?

Reduction in Force - You are a solid performer, yet you recognize that they are considering layoffs in your sales department.  You feel you are a key performer, yet realize that there are others who have done a good job as well.  Your numbers are solid, and your product and industry knowledge are exemplary.  How are they going to make that decision as to who stays and who goes?

In each of these examples, there are two common denominators.  One is the fact that you are competing against others.  The other is that you still have a customer who has expectations from a business standpoint.

In each of the above, you could have problems if you stray from being race neutral in your approach.  Also note that you still deal with the forces of the 3P’s, Perceptions, Preference and Prejudice. Cultural diversity can and will sensitize this.  Whether you are black, brown, tan, yellow, or white, you need to recognize that if you are race neutral in your professional manner, you have a better chance of professional success.

I don’t care whether you are white or brown, if your organization has a policy against dreadlocks, braids, and Mohawks, you may want to avoid fighting it, and consider a profession or employer who does not care.  Keep your individuality, and exercise it when you are on your own time.

If tattoos and piercings are part of your culture or appearance, you should consider a sales career where those things don’t matter.  Most sales careers are not the place to be too different as there is a customer out there who will make the decision on degree of difference.

There is no doubt that you need to be the image of the consummate professional in the customer’s eyes.

Is this selling out?

This is a good question.  What I am actually saying is that you must play the professional role in this theater.  Be as different as you want during your off hours.  Your alternatives to conforming are self-employment and other careers.  You are not selling out by being the professional.

One Last Word

You can be an activist in the street, a militant about social issues, or a pacifist about conflict.  I am advocating that when it comes to professional sales, be the consummate professional (while at work) who is also an activist in the street, a militant about social issues, or a pacifist about conflict.

It can be done.  It is done in sports and in many other arenas.

Be the best!

Your comments are welcome.