Black Sales Journal

The title of this would make you think I am going to write on what you should wear, but that is not the case, on second thought, maybe we will cover it in a future post.

I will, however, cover two points that many of you are already aware of.   I want to share a view that can help you increase your effectiveness.

As a Black sales professional, your image and the persona that you are working to build are very much subject to your last encounter with your client, especially a new one.  With that in mind, always look your best.

To Be or Not To Be … Casual?

As a sales professional, when the rest of the world dresses down for casual day, you have your opportunity to stand out as a sales professional.

Whether it is casual Fridays, or “casual dress” office environments, many operations began doing it In the 90s and it is widespread now.

As comfortable as it is, I would like to convince Black sales professionals not to do it.  Here is my reasoning:

• As a sales professional, when the rest of the world dresses down for casual day, you set yourself apart as a sales professional.  Sales professionals look the part.
• In the eyes of your clients you want to stand out as an individual who treasures their business relationship and has something to special to deliver.  Dressing down indicates that you need comfort more than you need to display professionalism.  Don’t be suckered into it, be the consummate professional.
• When you are in casual mode on casual Friday, or in an office casual setting, it makes the rest of your day, casual.  Meeting with a client to solve an unforeseen problem, or responding to that potential “call-in” is not possible, unless you plan to take “casual” with you everywhere.
• To your clients, if you are casual, what makes you different from the next sales professional?  This is when you show your best.  Strengthen your persona!

Be the best-looking sales professional out there.  Whether male or female if your business garb is your “uniform”, then do it in the way that makes you stand out.   This is especially the case when your own office is casual.  Don’t let yourself fall into that mode.  Everyone in your office is not in the same position as you, so they will dress position appropriate for their job, and you need to dress for customer contact.

I believe that any sales professional, who is responsible for being on client visits or potentially greeting clients when they come to your company’s, office should be dressed in attractive business clothing. For the type of work you do, you want the customer to recognize you as a professional who represents yourself and your company as a professions well emblazoned in their mind.

Always Look Your Best

During my tenure as a regional sales manager many years ago I was interviewing a sales candidate that was being considered for employment by one of my field sales managers.   The objective of having the Regional Sales Manager interview the Field Sales Manager’s prospective hires was to put another set of eyes and ears to it.  On this morning I met a candidate who had received high marks from the interviewing manager.

When I walked in the interview room, I met a candidate who we would pay a salary and bonus as well as a possibility of inheriting some significant customers.  Immediately upon introduction I noticed obvious grease stains on the candidates pants as well as frayed collar on his shirt.  It frankly looked bad.

The interview was better than average, and there were many solid points that the prospective sales representative offered up that made me think that I might be able to endorse the sales manager’s selection.  That is, if issues regarding appearance were not so lightly regarded by this candidate.

If the candidate was that neglectful when putting his best foot forward in an effort to get the job, how was he going to look when visiting one of our customers?  Although I probably don’t need to say it, he did not get the job.

Think About It

A testament to this will be when you exit an important customer’s office into the waiting room to say your farewells and see your competitors in some bad “Christmas” sweaters and deck shoes waiting to see your customer.  Even the janitor will be able to tell you who looks more professional.

Always look your best!  Be impeccable, it’s your image.

We would love your comments.

Mentor - A trusted counselor or guide

Having a mentor is a sound move when you are in a new Black sales professional or if  you are new to an organization.

I advocate that the Black Sales professional might need two mentors depending on his or her tenure in the sales profession.  You might wonder why someone would need two mentors.  I am going to take a little time to explain, and hopefully you will see my angle.

Just to level set, the dictionary definition of a mentor is:

Webster’s Online Dictionary – “A trusted counselor or guide”

Yes…. but Why Two?

Many new Black sales professionals, have to learn sales, the sales process of an organization, as well as the learn about the organization and its politics.  All this must be done while meeting the sales objectives of activity and production quotas.  In many cases it cannot be done without some assistance.

Mentors have knowledge:

• Know which battles to fight and which have been waged already
• Understand the prospecting system, and its strengths and flaws as well as the prospects in the territory which are less fruitful
• Have knowledge of the natural resistance that the Black sales professional could encounter in the sales organization as well as the organization as a whole

Sales mentor – A sales mentor is someone who has been there.  This individual has prospected, sold, and closed accounts.  He or she has developed a personal sales strategy, failed, repositioned, and succeeded.  This individual’s invaluable knowledge of the sales process and the sales environment will help the Black sales professional in the areas of realistically evaluating his/her sales effort, style, and results.  As a result of pigmentation being a game changer, it would be good if this individual were Black, yet not always possible.

Organizational mentor – An organizational mentor is someone who is employed in your organization. This individual walks the same halls and knows the “players” and the “game” in your company. It would be good if he or she has position power (front line manager or middle manager), yet not required.  A deep knowledge of the organization and its’ politics is important.  As with the sales mentor, it would be nice if this individual were Black, yet it is more important that this individual be willing to help regardless of color.

What if that Person does not Exist within Your Organization?

The truth is that you may not find an individual who can serve in either of these roles within some organizations.  I that case I suggest the following:

• Find a current or retired sales professional to act as a sales mentor or coach. This can be formal or informal.
• Locate an experienced business manager or executive who can provide insights on organizational dynamics and how to chart a course through the turbulent waters of a complex organization.

The type of mentor you need is based on your areas of concern.  If you are trying to validate your sales style and your results, you need a professional who will act as your sales coach.

There are possibly natural barriers of resistance in your organization for a Black sales professional.  You need someone who can help you recognize this as well as help you strategize ways to deal with it. A seasoned or retired manager or executive from the business world can help you do this.

If you are lucky you may be able to find this combination of sales and organizational savvy in a retired sales executive who serves or has served, at least, on the front line or in middle management positions.

Informal arrangements can and do work.   Meet with the candidate to be your mentor and discuss your efforts.  Is it a person you could model yourself after?  Is it a person who exudes the confidence and balance that you want to possess?  It is an important decision, yet one that is not permanent.  It may take more than one individual before you find the right mentor for sales or organizational assistance.

There is someone out there who can help you. You might be surprised as to the obstacles you can avoid.  Give it a try!

Let us know your view.  Your comments are appreciated.