Black Sales Journal

The sales job comes with some assets that are not always thought of as benefits.  Items such as:

Company Vehicle & Company Fuel Card
Company Credit Card
Company Issued PDA/Blackberry
Company supplied laptop Computer

There are other items as well and the premise is the same with all of these devices.  They are designed to help you be the best that you can be in the sales position, reducing the need for inside assistance, reducing administrative costs, and increasing convenience for the user.

These items present some significant opportunities for unintended neglect as well as abuse and should be managed carefully.

Most long term sales professionals know how these items play into performance evaluations, company policies, and continued employment, yet a recap could never hurt as there are always new professionals entering the workplace.

Electronic Devices – Your Responsibilities and Changing Times

The world is changing, and you have no choice but to be a part of it.  Your access to company and customer data is an important convenience, and it creates some rather interesting changes as compared with a few years ago.

Your laptop computer and a pocket-sized device can easily come up missing and could potentially contain the following items that you currently take for granted:

• Privileged company information (Your company’s trade secrets)
• Customer/Client information (contact lists, phone, addresses)
• Customer Confidential Information (Credit card, financial, and other)
• Your company’s system access information

The information above, as well as  other important information that could be on drives, media cards, etc, can send your company’s IT professionals into “Def Con One” in terms of actions to protect customer’s privacy and your company’s systems and information.

Losing your laptop or Blackberry/PDA sends into action a wave of activities designed to protect that information.  This could include “wiping” which is the remote erasing of all of the data on either device.  This falls under the category of “better safe than sorry.”

Depending on what industry you are in, there is also the possibility of federal laws being violated.  If you are in the health or medical industry, which includes health insurance, your responsibilities are even more strenuous, because of health information privacy.

Losing your brief case would be tough, and would potentially put some information in the hands of some who might read it or use it incorrectly.  Losing your PDA creates a different exposure that includes the possibility of improper access of gigabytes of information (thousands of briefcases) and a gateway to other information.

The most important action you can take if you make the mistake is to inform your IT department immediately after the problem happens.  Before that, take all necessary steps to protect it.

Company Vehicles & Fuel Card

Fewer companies provide the benefit of company vehicles now, and that is fitting.  The “tests” that qualify sales professionals, even though they are in outside sales are strenuous, and limiting.

If you do have a company vehicle, you should recognize that not only is this a company asset, but also your company is watching everything you do with it.  Fleet companies and your own HR department are doing what they can to insure that this company asset that could easily be valued up to $25K to $40K is protected and maintained correctly.  It only makes sense.

With this in mind:

• Respect and follow all maintenance schedules. These are recorded and the paper trail is easy to follow.
• Use your fuel card correctly.
• Document according to policy.  Maintain confidence by following the rules to the letter.

Above all, treat the vehicle as if it is your own.  Keep it clean in appearance and it will be noticed.

Company Credit Card

More mistakes happen with company credit cards than you might believe.  Sometimes the mistakes are harmless errors, but some are as a result of mistakes of character.

You can know your company’s expense and credit card policies to the letter, yet there is another test that is even simpler.  If you are in doubt, do not use your company credit card.  This short section is less a review of company expense policy than how you actually use the card.

Remember, if you use the card once for a personal expense that is not business related, you have crossed a boundary that breaks a confidence.  Improper use goes past using the card for personal expenses it also includes using it in the “wrong” places.  I am totally amazed at any sales professional who uses the company credit card at a “gentleman’s club” or any like establishment.  What more indicting activity can you have on your judgment than to use a card with your employer’s name on it at an establishment like this?

Be smart and careful with this valuable asset.  Many organizations require that you use the credit card for any business expenditure.  This increases control, and makes it even more necessary to be discrete.

In Summary

Always know the policies of your operation, and always use common sense.  Improper use usually comes from improper judgment and an ignorance of the ground rules.

Protect your electronic media with your life.  You don’t want to have that information floating around out there, but you really don’t want to undergo the “Spanish Inquisition” that will result from losing it when your IT department and your manager begin their query.  Care is necessary as anyone can lose one of these devices.  What happens if you lose two of them?

Your comments are always welcome.

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.