Black Sales Journal

A conversation today in the sales department:

Your Manager – “You are not getting it done.  Your territory is underdeveloped, and we are prepared to go in a different direction.  We are prepared to terminate you effective immediately.”  He goes on to say, “However, if you would prefer to resign we would be willing to extend some benefits that you would not get otherwise.  We would request you produce a letter of resignation and sign a severance agreement.”

You – “I am not sure of what I should do?  I need to think about it.  I will get back to you tomorrow.”

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There is nothing gracious about this moment.  There will potentially be a moment when you realize that you are probably going to be taking your talents elsewhere. Of course it may not be your choice.

Since there is nothing gracious about any of it, you should understand that in most cases as this is not personal, it is business.  Business can be cold sometimes…actually frigid might be a better word.

Let’s talk about a decision that could affect your future.  The implications affect both your current and future employment, and you should know them now as when the going gets rough, you don’t want to be deliberating while steeped in emotion.

Should I Resign?

Most sales professionals will deal with this in their lives at some point.  Whether it is because of lack of ability, weak product, poor territory, out-of-line pricing, or some other factor, it is not uncommon to reach the end of the line with your employer.  The Black sales professional have even a little more to be concerned about as credibility for future jobs comes at a premium.

If you have been on a sales performance program (see BSJ 4/30, Are You on a Sales Performance Program?  Can You Beat it?) you recognize that one of the common features is that there is usually a trigger date; that date which termination is imminent.  On this date you are going to have to make this important decision.

Apart from the obvious reasons for importance, you are faced with some important alternatives.  Here is why it is important:

• Concerns with Unemployment Compensation –you normally don’t get it if you voluntarily leave your position.
• Your need for employee benefits – this problem happens whether you resign or are fired.
• Concerns with credibility and marketability - as it would concern future employers may be preserved. This is not as prevalent in sales, but certainly is true in other occupations.

When you face this moment, you must realize that the sales occupation is a little bit different than many other professions in the fact that terminations are not wholly uncommon.  In almost all situations, the objective of the employer is to quickly end the employment relationship.

At this point, you may want out as well, it is how it is done that is important.  In some states and situations, resigning can rob you of the rights to your unemployment benefits.   These benefits could be your lifeline while you are out of work.

Resigning may give you an opportunity to negotiate the terms of your resignation.  A lot depends on the strength of the ‘case’ against you and how badly they want you out.  Negotiation may be a strong word in this case, but you might be able to get some better terms for your termination.

Should I Get Fired?

Being fired evokes strong emotions.  Obviously it is a still a termination, but it sometimes creates a feeling of powerlessness and victimization.

Aside from the emotional, this termination can have its good and bad points as well:

• You normally get a severance package. Nothing comes without exacting some price, and in this case it probably will be your right to an employment action of any type.  Remember, once you sign the severance agreement, you are ‘toast’ regarding any action that you may later seek.
• Most sales professionals don’t get fired for doing something egregiously wrong; they get fired for not producing the right sales numbers.
• Sales, as an occupation, differs from many other positions in that there is a minimal stigma to getting fired for lack of production or effectiveness.
• If there is a ‘package’ of some type as an incentive for leaving quietly, you will probably have your noncompete agreement copied and put in front of you as a part of any severance you get.  You may want to negotiate this carefully as your ability to work for another employer is dependent on not having a restriction!

Terminated for Cause?

This is the exception to all of the rules.  If you have done any of the ‘infractions’ that result in a legitimate termination for cause, you could potentially leave with nothing.

These infractions include, but are not limited to:

• Intentional acts of fraud against the company
• Stealing from your employer
• On the job drinking or drug use (as defined by the employee handbook)
• Intentional breech of company policies
• Wanton damage to company property

Some Points to Remember

We are talking about sales personnel, and that is a defining point.  I am pointing out the fact that even the best sales professionals find themselves in situations that result in termination.  They move on and find success elsewhere.  It is the way it goes.

When your previous company is contacted regarding your role there, they are extremely limited as to what they will say.  They normally only give the following information:

• Verification of employment and title
• Verification of dates of employment
• Verification of salary at termination

Larger firms stick to these numbers and go no further.  None of this is incriminating.

Make a wise decision based on calculated information.

Always be prepared.

Your comments are welcome.  Contact me at Michael.Parker@BlackSalesJournal.com.

It is true that many professionals are losing their job. Hopefully it will not happen to you.   If it does happen, your ultimate goal is to be prepared and be the professional.  Losing one’s job does happen.  Have your bases covered.  If you do lose your job… lose it “Like a BOSS!”

__________________

At some point in your life, you may have to endure the act of “getting fired.” Obviously, there is no positive light when this is happening, yet it does happen in the world of sales.

One of the most common reasons has to do with performance.  Performance issues happen to sales professionals of all colors and backgrounds.  They can be particularly vexing for the Black professionals because the stigma that getting fired carries coupled with racial preference and racial prejudice issues can severely limit future hiring opportunities.

You may find a few articles and publications that talk about what happens when you get fired. Rest assured that for a sales professional, this does not have to be a “death sentence.”  Most people, sales professionals included, associate their livelihood with their identity, and can be devastated if they are terminated.  Additionally, changes in your relationships with co-workers, many of which you may classify as friends, can be just as shocking.  This is especially true with the suddenness of a sales termination.  This is less important than the impact on your psyche and your family, but significant.

There is no way to ‘get fired’ gracefully as you have are not in control.  Your reactions to the activity can be calculated and professional if you follow some of the suggestions below.

Always be Prepared for the Unexpected

Termination does not have to be a “death sentence”, yet it is a separation by any terminology.  You should always be prepared no matter how well you are doing in the job.  Since losing your position can happen for of a number of reasons, including the company ceasing to do business, you should have this plan in effect even if you are doing well.

It is normally, for all professions, a “sudden” act that may catch you “off guard”.   For this reason, I prescribe to a steady state of readiness.  Let me explain that this is more of an attitude than anything else.  Recognize that you have no ability to know for sure, but may be able to predict when it will happen.

What is more important is that you treat your situation with planning and preparation.  I also believe that you should take care to recognize that you may well be under contract.  If you are not under contract/agreement you need to recognize general ethics that I strongly believe that you should consider.

Here are the items you should focus on:

• Your Sales Contacts – Always have your prospect contact list duplicated on some type of accessible media.  Many sales professionals use a company issued phone, PDA, and computer.  Your contact’s information is on those devices, and your ability to recreate that information is limited once you are separated from it.  You have worked years to put it together, take this precaution.  As a sales professional this is ultra-important.
• Key Contact Data - Have [your] Customer Profiles of your key clients up to date, and stored where you can access it—as discussed in(Black Sales Journal 1/20 Deepening Your Customer Relationships Part II). There are many that believe that client data such as this is company property.  I believe that when I have achieved the relationship that gives me personal access to client particulars about their family and social data, that it is my personal property based on my ability to be in the position to get the information in the first place.  A customer who has allowed you to be a “business friend” has not given you clearance to share his wife’s name and their personal particulars with the new sales professional left there to service the account.   It is yours, and it would be wrong to let that information go to someone without them achieving that status.
• Have Your Contracts in Hand - Have access to your sales contracts.  It is important to have your signed copies in your possession, not in your files at your place of employment.  This would include your employment agreement (if you have one), your non-compete agreement, and any non-disclosures that you have signed.  This will tell you what you have agreed to do, especially including employment after termination. There is a possibility that some provisions change if you are separated by termination.
• Know Your Rights re Final Payments - Have a copy of your sales compensation plan handy as well.  This will advise you of what is done regarding your final commissions/bonus payments if you have some coming.  If you have these papers, you don’t leave this most important area up to your former employer.

Some Things Can’t Be Taken Away From You

Remember to document your accomplishments - Keep up-to-date copies of your sales numbers.  Your ability to get a job will be based on your ability to show past sales accomplishments.  Nothing shows this like the real numbers on the actual reports.

I still have information from when I was a sales rep (1979), as well as a sales manager (1985), and all jobs after that as well.  You might wonder why?  The answers are quite simple:

# 1 – You can lie about the numbers, but the numbers don’t lie!

#2 – It’s not what you know; it’s what you can prove!

I kept the information that came in paper form.  You may have to print it, and should do so at the end of every year.  This is far from too much to ask.  In discussions about these numbers I was always in a position of strength.

No one can take away your pride – If you are a solid citizen, parent, partner, or friend, no one can take away the fact that you have great worth.  Don’t ever let the removal from a position rob you of your self-esteem.  Keep everything in perspective.

Above all, realize that “nothing ventured, nothing gained.”  If you are giving your best, there is an employer out there who needs you. Your comments are welcome.  Contact me at Michael.Parker@BlackSalesJournal.com.