Black Sales Journal

If you have read Black Sales Journal before, you recognize that I frequently comment on racial prejudice, racial preference, and the effects of negative racial perceptions.  It is natural to provide comment on these topics as they represent the 8,000-pound elephant in the room and as a result are not discussed openly in most forums.

We spend time discussing how the Black sales professional can successfully use tactics to neutralize racial preference and how we all (all Black professionals) can nullify and improve negative racial perceptions.  We also face the fact that racial prejudice is a different and difficult beast and that we may never change it.   Psychiatrists often characterize prejudice as a deep-seated attitude.  We all are aware that something negative has been cast into someone’s personal life, it can have a permanent effect.

Importantly, we should recognize the relationship between racial prejudice and racial discrimination and how they manifest themselves in sales.

The Attitude versus the Action!

For the purpose of this explanation let’s define both of these:

Prejudice – Unreasonable feelings, opinions, or attitudes, especially of a hostile nature, regarding a racial, religious, or national group.

Discrimination – Treatment or consideration of, or making a distinction in favor of or against, a person or thing based on the group, class, or category to which that person or thing belongs rather than on individual merit:  racial and religious intolerance and discrimination.

(Courtesy of Dictionary.com definitions 3/5/2012)

So there you have it, racial prejudice is an attitude.  It can reach deep into ones fiber, but an individual will never be tried in a court based on this attitude, as it is not a crime.  If a customer has this attitude, they still remain a viable customer for someone, but possibly not for a Black sales professional.  If your employer has this attitude it is unfortunate yet as long as they make objective and meritorious decisions, they are not guilty.   In other words they can be prejudice but not discriminate strange as it may sound.

Racial discrimination is a different animal as it is action oriented.  A distinction made on the basis of race can potentially be afoul of the laws and regulations, and is almost always ethnically wrong.  It goes without saying that racial discrimination is unfair and although a customer is free to do anything they want, in the case of an employer it could be legally actionable.

The Vicious Circle

The relationship between prejudice and racial discrimination is suggested to be ‘circular’; meaning one leads to the other.  You document racial discrimination but you talk about prejudice as someones disposition or attitude.  Racial discrimination might mean that you get no ‘call-in’ prospects, bad territories, or no house (orphaned by another rep leaving) accounts.  Discrimination may be hard to prove, yet there is evidence, especially when you are able to compare the situation on a relative basis between all sales professionals at a location.  Know what extras you get and how well you performed when you get the chances and if you feel aggrieved read Black Sales Journal 3/9/2011 When You Feel Screwed  – Three Steps to Getting Help.

I make the suggestion that from the standpoint of professional sales that we realize that the most important activities that we can undertake are as follows:

• Look for and expect fairness from the managers that we work for and be prepared to professionally point out inequities as they happen.
• Document important milestones and activities correctly recognizing that it is “not what you know, it’s what you can prove!”
• Master your company’s performance system (Black Sales Journal 1/10/2011 – Preparing for the Performance Review Discussion).  Always be pro-active and prepared.
• Document every thing you get and what you don’t get.  Know the prospects, house accounts, and special benefits you get, and document them well.  Especially document the situation if you are not getting any.  You will need to know what others are getting to have a chance of success.  The facts count.
• Be the expert on you! Know your sales totals, close ratios, and what percentage of your success came from the company giving you prospects or accounts.

When Bad Gets Worse – Racial Harassment

The unfairness of racial discrimination creates frustration and ill will.  Things are even worse when there is racial harassment.  Racial harassment normally comes from the employer and can emanate from management or coworkers.  A strong example of this is the Montrelle Reese vs. ThyssenKrupp (see Black Sales Journal February 13, 2012).

Racial harassment has a primary purpose of demeaning and driving an individual out of the particular work environment.  It is akin to racial bullying and has no place anywhere, especially in the work environment.  Making someone miserable is awful, and anyone who witnesses it and does nothing is full of fault as well.  It makes no difference as to the colors involved.

Know the facts and know your options.  Most importantly, recognize that acts of discrimination, harassment, and bullying may be actionable, but prejudice is not.  It is an attitude.

Additionally, always be the professional.

Your comments are welcome.



A news flash last week about our closest celestial body, the Moon, disclosed some secrets that many might not even know were secrets.  Despite common sayings and even albums (Pink Floyd ‘The Dark Side of the Moon, 1973 and many others) many don’t realize that the far side of the Moon, let’s call it the “Dark Side” had not generally been seen until last week.

The Moon does not revolve on an axis as the earth does, so we constantly see one side.  What does this have to do with sales? Being the consummate sales professional has much to do with how you conduct yourself with your employer, your co-workers, and your customers.  As a Black sales professional your personal life, well much of it, should be less visible than the ‘dark side of the Moon’ to many who you interact with in business.

You are developing your sales persona, and it is your ‘brand’ so it is your responsibility to manage what everyone sees and knows about you.  You will overcome obstacles in the process, but you don’t want anything that will make it tougher.  With a few exceptions you are in control of this, and you should exercise that control wisely.

Self-Inflicted Damage

This post is important as much of the damage regarding what is said or released is considered “self-inflicted” damage.

The topics for this ‘self-inflicted’ damage include, but are not limited to, the following:

• Politics
• Race Relations
• Religion
• Family
• Company Management
• Salary and benefits
• Interracial Relationships
• Sexual Relationships

Above all, remember a most important lesson.  As indicated in Black Sales Journal 10/27/11 – The 3 Unmentionables for the Black Sales Professional, avoid talking about the following;

• Politics
• Race Relations
• Religion

The Scene of the Crime

The forums and situations that you have utterances and conversations about these topics are many.  The people that you have these situations with can be the familiar to a network broadcast (social media).

Co-workers – Treat the people that you work with like they are people you work with.  They are not your best friends, and don’t need access to your life story, your relationships, and your ‘master plan to beat the man’.  What you say at the bar or club can come back to haunt you.  Some solid examples appear in the following posts:

• Friends, Co-Workers, and Vampires (Black Sales Journal 1/30/2012)
• Friends at Work (Black Sales Journal 5/23/2011)

Social Media – Wow! This one deserves more discussion than we can give here.  Do you need to post those pictures of you with the dreaded ‘red cup’?  Social media makes it easy to find something to criticize.  This is the broadcast that we spoke of earlier.  Your personal life is your business and you should recognize that there is no context specified on social media, it is just ‘out there’.

• Social Media – Avoiding the Pitfalls (Black Sales Journal 3/10/2011)

Customers – You never know what perceptions the customer has until you have the deepest of relationships.  That is only going to happen with a select number of customers.  This means that you still must project your brand.  For the Black sales professional I suggest that there is no casual day at a customer location that you need to participate in, wear your uniform (Your suit or business attire).  You are the professional.  There is no usage of slang and colloquial terms and foul language.

The customer will only know about your family and friends what you tell them.  Even if he tells you about his brother Rick, who smokes something that smells funny, that does not mean that you need to air your family’s dirty laundry.  You might read the item below to see the importance:

• Preference, Prejudice, and Your Customer, Black Sales Journal 12/27/2010

Management – Your manager needs to know you.  Actually, your manager needs to know the ‘you that you want him to know’.  This is “image management” in its finest sense.  Do you want management to know all of your past?  Do you want them to know the nature and depth of your intimate relationships?  Do you want them to know that you have relatives that are incarcerated?  I say why have those types of conversations and disclosures?  Now you may think that this does not happen, but it does.  Be careful because as I have said before “You cannot put toothpaste back in the tube”.

I say that your superiors should know the things that will shape your brand!  You are a hard worker…you worked your way through school.  You have perseverance and stick-to-it-ness…you were an athlete on scholarship.  You have a good personality and good values and can show it, stick to that type of disclosure.

No discussions on religion, race relations, and politics.  Don’t be baited.

Build a Brand for Yourself

We will cover this more in February and March, as it deserves it.  When you go this route, you use each of the above, social media, co-workers, management, and the customer to make it happen.  It is not an easy process, and it requires that each input and contact be carried out with forethought and consistency.

Always be the best!

Your comments are appreciated.