Black Sales Journal

Will they toast you when they work for you?

You are the consummate sales professional, your numbers are admirable, and you are able to keep step with the best sales professionals in your organization.  Consistent goal attainment pushes you to the top of the heap and will one day could land you in the management job you covet.

This is an admirable position to be in.  Sales management is a challenging and rewarding position that is often a springboard to higher positions as knowing the customer and sales process is obviously important.

Now here is where it really gets interesting.  Your potential advancement is built on a foundation that includes many inputs and variables, of which your sales numbers is just one aspect.  Getting your numbers turns out to be the price of admission to this party.  Many of the other items can involve some sacrifices.

Relationships, Relationships, Relationships

We have had many conversations about the relationships with customers gets you the numbers.  It is important, and you need to know how to go as “deep” as possible with those relationships.

The truth is that there are some relationships that you may have which can hold you back if not treated in the right way.  These affiliations could potentially play against you when it is time to take the step upward.

As sales professional, you will undoubtedly have friends in the sales function that you associate with; this is natural, and expected.  Because of your winning personality you may have a large network of friends and associates, many of them competing with you on a day-to-day basis.  You share information, criticisms, and approvals as well as strategize on ways to approach problems with accounts and sales in general

We often address the concerns about perceptions in BSJ.  This is a little different perception issue. Here is one instance where there can be a perception about the relationships you have and your ability to remain objective if you are given that desired promotion.

What is Desired From the New Manager?

Once again, we are working with a perception.  The concerns are centered on a few important questions:

• Can this individual be objective and avoid favoritism?
• How will this look to the whole sales force?
• Can I trust this individual to manage and develop my sales talent?
• Will this choice positively affect morale?

These questions are important, and the right choice of leader is important.  A manager is a leader, and a selector and developer of talent.  Organizations are looking for someone who pulls people together, and not someone who pulls the organization apart.

Many “potential” managers have deeply invested personal relationships that may have even a worse appearance than is actually true.  I put the word “potential” in quotes because these people may never know that they were selected against because of their relationships.

Sharing and personal closeness look good, and may give the appearance of “esprit de corps”, yet in truth this can be concerning to executive management.  Confidentiality, fairness, and ability to discipline are good examples of activities that must be present when considering a candidate, and these attributes sometimes look in jeopardy when someone has close “friendships” on the sales floor.

Some Actions You Can Take

I don’t think any manager wants you to avoid having relationships, or to attempt to hide them.  The best time to observe these actions is when you start a new position.  No one suggests that you be aloof; yet try operating in this manner:

• Have reasonable relationships. Work is work; “work friends” are just that, “work friends”, they are not integral to your existence.
• Limit the social activities at work.  These activities can showcase your friendships, and can create perceptions about your ability to keep confidences and be fair.
• Mind your own business.  Do not get involved in work gossip or defenses of anyone unless it is ultra-important.  There is no conflict that is calling for your participation.

Your relationships at work obviously exist because of your physical presence.  If you are all about business, much of this will take care of itself.  The best sales professionals recognize that focus is important.  This does not make you boring, or one dimensional, yet it will give the professional appearance that you need to transcend many of the sales professionals that you work with.

The Look of A Manager

Management changes happen for a variety of reasons, and happen suddenly.  These reasons include termination of existing managers, promotions, opening of new territories, retirements, death or disablement, and other reasons.  The company has the opportunity to go outside the company, or hire a manager from within.

Here is where your appearance is important.  If you appear to be too close to the staff that you would potentially be managing, the decision could be against you.  If you appear to be “one of the guys”, you may handicap yourself at this important time as well.

Your best bet is to have relationships with other sales professionals that are professional, amicable, and in some cases even more deep such as mentoring.  If you keep it to this level, you will have the professional appearance and, as was said earlier, will not appear aloof.

The time to think about it is now, not once a potential management position opens.  Give it some consideration.

Be prepared.

We welcome your comments.

On the 5/5 edition of Black Sales Journal we discussed “knowing the landscape” as you prepare to negotiate your salary for a new job.  The objective was to have all of the homework done so that a target can be achieved, and there is likelihood of success.

In this edition of Black Sales Journal, we will spend a little time dealing with the actual negotiations themselves.  This includes receiving and responding to an offer(s).  This is far from a science, and is probably best classified as an art.  The art of how to get what you need in a dignified manner, while maintaining the deportment necessary to keep respect.

Remember, if you are sales professional, it is not unlikely that your prospective employer expects you to do some negotiation.  They won’t be offended by it, yet it should be done correctly.

The Golden Rule – The One With the Most Options has the Most Power!

Power is important in negotiations.  It does not need to be displayed; yet it defines the activities that either side employs.  Knowledge is important as well.  That is why we spent time last week on being firmly aware of “the landscape”.  You would feel totally different about your current or past salary numbers if you knew what all of your colleagues were being paid.  You might be satisfied, happy, or dismayed, but probably would feel totally different.

Options are important.  When I mention options, I speak of viable alternatives to an action.  If you have five job offers, and all are in the field you want and have robust salary offers, you have an amazing number of options. No matter what you ask for from any one of these potential employers, you can be steadfast in getting a good deal.  You have five viable options, and you have “the juice” (power).

However, if your prospective employer has 5 candidates, and although they are not identical (of course they could not be), they each are strong and would make solid sales professionals.  The prospective employer, in this case, has the power.  They have options and will use their “superior” position to their advantage.

There is nothing nefarious about any of this; it is the use of options resulting in the position of power in a negotiating relationship.

Power for the Black Sales Professional

This is a sensitive subject, yet relevant.  As a Black sales professional can you transform what has historically been to a disadvantage to an advantage?  Can you take advantage of the relatively low number of proven Black sales professionals in your quest for this next job?  The answer is solid “maybe.”

Most larger operations are looking for accomplished Black sales professionals.  The numbers are just not that large, and accomplished Black Sales professionals are still a small subset of all accomplished sales professionals.  You won’t know enough about the organization, or the candidates you compete against to be able to use any gambits to enhance your positioning.  I suggest that if you are the best candidate in the competition, and negotiate well, then you have done all you can do to get the job.

Remember, as I have mentioned in Black Sales Journal on several instances, you are being made an offer by an individual, not a corporation.  Realize the importance of that statement.  Someone (the hiring manager) will make the decision, with the guidance of Human Resources and company guidelines as to what the range is.  You are trying to get the most out of that salary range and from the negotiating manager.

Useful Techniques

These are simple, and can be remembered.  Always try to negotiate salary by itself, apart from all other work benefits.  It may not be possible, yet it is advisable.   The natural progression of the process is as follows:

Step 1. Evaluate the offer

Step 2. Give a suitable response (note below)

Step 3. Deliver a counter offer or receive a counter offer

Step 4. Make a decision

Here are some things that remember.

• Always remember what you stated as your salary expectation in your application process.  It can come back to haunt you.
• Know the landscape before the application process.  Use the tools and your intuition before giving a salary expectation.
• Give your salary expectation, as well as your discussions in the form of a range and use the term “…depending on the accompanying conditions and benefits.”  This allows you some flexibility.  Example: “I would expect between $60,000 and $75,000 depending on the nature of the bonus plan.”  The bonus plan represents a variable, and you don’t know enough about it, for the most part to be concrete.  This gives you the flexibility.
• Know the number you want!  Use your tools and experience to have that number.  Have a solid idea, but stay flexible.
• When the offer is made, always advise you will get back to them and mull it over.  This is an important decision.

As you evaluate the offer, and it comes up well short of your number, your response should be respectfully done.  I suggest: “I was hoping for a stronger salary number.”  Or you could say, “This is a wonderful opportunity, yet the salary number is disappointing.”  Now, here is where having options is important.  But, if you have no options, you should still say it.  If they don’t give up any of their negotiating room, you can still say, “I will take the job!”  Their answer would likely be either:

• We will take a look at it.
• This is the best we can do!
• What are you thinking about? Be realistic in your expectation.

One way or another, their objective will be to keep salary parity with other sales professionals.  If they started low, estimating that you will “come back”, you will get their final offer.  If they won’t negotiate, and it is a good offer, then you should accept.

Negotiating the “Other” Things

These items are easier, and more palpable.  Know what you want and ask early.  Get them to thinking about your needs.  If you will lose a car from you other job, they should know coming in that you are expecting a company vehicle, or an allowance.  Human Resources can help you with some of these items early on.  Ask them about the transportation and the benefit issues, and ask the hiring manager about other important work issues.

Remember, if you don’t have agreement before you say “yes”, you will have little chance of getting it in the end.

Also remember, your salary is not as important as your total compensation.  Believe in yourself!

We welcome your comments.