Black Sales Journal

You work with other sales professionals; some are on your team, and some you compete with.  Know them well and know their disposition as there is money to be made out there and you don’t need anything to slow you down.vor to be a part of it, hoping that success spills over to you.  If the atmosphere is more like a funeral, you will utilize your best judgment in attempting to separate yourself from it or at least insulate yourself as best you can.

Friend or Coworker?

As you already know, if someone is on the payroll they are a coworker.  The important issue is that in the sales profession, not all coworkers are your friends.

This is not meant to be divisive, but to stand in recognition that unless your sales function is organized in a different fashion than most, sales departments or functions are designed in a way that spurs competition.  This is not bad; it is just an environment that pits employees against other employees.  In sales you probably have learned to accept it.

Situations occur when you forget that ‘Emily and John’ are the competition and you believing they are friends share ‘trade’ secrets.  This is where feelings get hurt.  Be ready to compete fairly and recognize that these are coworkers, and you owe them respect, but give no quarter from a business standpoint.  Compete and win on the virtue of hard work, and doing things smarter.  Be relentless in terms of your persistency and always be ethical.  Your friends are not the same as your coworkers even though you may be committed to them.

Treat everyone with respect and don’t expect to find your ‘BFF’ at your job because that is not the way it is meant to happen.

Don’t “Buy” Anyone to Early

You will meet a world of individuals at your job and many will be in the sales function.  You will be asked at some point to give your impression of them to someone inside or outside the organization.  The most important thing you could do is to be cordial and helpful, but to reserve judgment on anyone until you are sure.  These are coworkers remember?  When someone rushes to judgement I call it “buying someone”.

Work with them, cooperate with them, but don’t “buy” them until they prove their worthiness over time.  You can be an excellent sales coworker without endorsing someone.  You definitely will know when it is time.

The problem with buying someone too early is that you may not have an idea of what that individual is really about until you have difficult times.  Tough times do not change people, it unmasks them. If you have given a premature endorsement, you could find yourself backing a real ‘loser’.

The Vampire

I once worked in a sales department that had a variety of characters.  There were journeymen, sage veterans, hard working upstarts, and then there were those who were full of complaints and found nothing right with the manager, the company, the product or…. the world.

I call them vampires and if you know some of these individuals, your quest will be to keep away from them.  You won’t need garlic, or a crucifix, but will need to strictly avoid this person whose quest is to ‘suck the life out of you’.  These unhappy sales people have the poorest of attitudes.  To them everything is wrong with the organization and that they bear not fault or blame for anything.

• The vampire is constantly on vigil to determine who is trying to accomplish anything new and innovative, so they can discourage them.
• This individual is peering over your shoulder to determine if you are taking any new training or courses for self-improvement, as he or she would love to talk you out of it.
• The vampire is trying to determine what prospect you are working on as he or she knows all of them and they want you to think it will be fruitless.
• This individual would do anything possible to engage you in a long 3-hour lunch as he or she has nothing to do, and they want to make sure you get the same amount done as they do…nothing!

The vampire can be bright and be full of knowledge, but just does not recognize that you get out what you put in.  They may have made a decision as to how much energy they will expend, but now they want to rob you of yours.

It is Real?

I once had the challenge of working with a sales representative who was truly a vampire.  I was the regional sales manager in midwestern office with an individual who complained about everything.  His field sales manager seemed to accept that he was going to complain, but eventually it was realized that he was hurting morale.

The vampire assured us that management was sorely lacking (I did not take it personally), criticized our products, attempted to negatively influence new hires, and did everything possible to turn sales representatives against the organization.

On the basis of performance, we had to help him make a decision that he did not want to be with us.  It was for the best for all parties.  I resisted saying that we put a stake through his heart as …well you know why!  Remember, if your goals are so crosswise with the organization, read Black Sales Journal 4/7/2011 When to Consider Moving On, and think about your next station in life.

Always leave when it is wise and always, always be the professional.

Your comments are welcome. You can reach me at Michael.Parker@blacksalesjournal.com.