Black Sales Journal

Success can sometime be vexing if you are a sales professional. As success and increased income for many sales professionals increases so do the rivals and detractors in the workplace.  Yes, the very things that we all wish for can turn into a terrible wedge and fuel attitudes from slight jealousy to flat out envy.  When this happens, the competition becomes less than productive, and relationships strained.

_______________

You are making appointments, keeping them and closing deals.  You string together a series of ‘wins’ that is admirable.  It is all going right.  You receive notoriety for your new accounts and your success is getting you management attention as well as a ‘swelling’ income.

Because it is time, and the money is there, you buy a new foreign luxury sedan, and then the barbs begin.  Your income starts to show your success as you buy some new clothes and join an exclusive club.  “Making it rain” is getting you notoriety along with the accompanying benefits of being the number one sales professional in the unit.

Your fellow sales professionals, and others become critical of you for a variety of reasons.  It is even rumored that your manager, who is of the opposite sex, is interested in you.  You are accused of ‘stealing’ prospects, and you become an island.

It Happens In Different Degrees

It does happen, to different degrees.  I am not suggesting that you suspect it, as much as I am saying that sensitivities abound.

Sales units are not teams, whether they are called by that term or not.  The other individuals in your unit can range from becoming slightly perturbed to something bordering on resentment and hate when you generate success and they are not having the success that they want. Having these types of ‘enemies’ happens as sales professionals, and others sense a disparity in the resources that are doled out, or remaining.  Resources could be something as simple as face-time with the boss down to territories, prospect leads, and a variety of other benefits.

The ‘top dog’ becomes a target for jealousy, innuendo, and sniping.  This is a fact of life.  I will make a few suggestions that will help deal with this.

The Golden Rule

What I am going to say may not be golden, but if you treat it as such, your results will certainly be worth more.  Work on a simple set of principals at all times, not when you find the elusive success.  You will find that they should be practices as opposed to something that you do when you do find it:

• Practice being discreet – no one needs to know your income, or even how much you made on the last sale.
• Be humble – at work, recognize that being humble is a sign that you recognize you did not do it alone.
• Give credit and recognition to others – be honest and open about the impact of others in your success.  If you did it all alone, you don’t have to broadcast it, they will already know.
• Help others – Remember the objective of mentoring, and if you cannot be a mentor, offer assistance where needed.
• Continue the routine – If you are doing all of the above and finding success, continue the routine, and ignore the criticism.  If you are true to the above and doing your best, you don’t need to give anyone the power to deter you.

No one needs to see you dance on top of your desk because you made the sale when they are not having any results.  You can be happy and respectful of others in difficult times without sacrificing your success and gain.

We all have worked with sales professionals who whooped and hollered, and bragged and boasted when they scored a sale.  They even handed out cigars as if they had a new offspring after a new sale.  What they really did was to mock the fact that success can be fleeting.  Those around these misguided individuals are left to draw an interpretation that they are boorish, or that they had never had success before.  To coin a football quote “…act like you have been in the end-zone before.”

There is no reason to not celebrate, just do it discreetly.  You can celebrate with your manager, or with your family or both, as all are beneficiaries.

One Last Word

You may not care about these ‘enemies’, yet you should.  One could end up your manager, or your manager’s manager one day.  This could be important stuff.

A Chinese military strategist, Sun-Tzu (Circa 400BC) said “keep your friends close and your enemies closer”(You probably thought it was Michael C0rlene from the Godfather 2 fame who came up with it).  I say this only to indicate that you should engage everyone, even those that feel you have aggrieved him or her.  There are lessons to be learned here.  You can learn from everyone, and you can help everyone as well.  Offering assistance at your specialty (sales) even though it is not common is disarming.

Master the relationship!

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

I surface this great topic again.  A couple of years ago I started this topic as a result of a survey by an organization called Vault. Vault’s 2011 Office Romance Survey (Vault.com) was telling and I would suggest that any updated version will be just as indicting.  The 2011 report indicated that 59% of all employees have engaged in an office relationship.  If this is close to true, there is a lot of romancing going on.

I would like to try to give you some reasons that Black professional might want to avoid that temptation, especially if you are in the sales profession.

The Office Relationship and the Sales Professional

An office relationship is so common, yet reveals the greatest of pitfalls for any sales professional, especially the Black sales professional.  Any relationship is an investment of time and effort; time is finite, and effort measurable.  A sales professional is evaluated based on success in meeting one’s goals, and when there are shortcomings, the extracurricular activities that are in clear view are then viewed in a different light.  They then become a focus.

The burden of sales is its measurability.  It is the day-to-day, week-to-week, and month-to-month measurability of professional sales that generates scrutiny.  Often there is no one individual who knows when you are working, or…well, dating.  In sales it comes with the territory; since there is no time clock, only results.

With all of this in mind, overt, or supposedly covert dating opens you to potential criticism.  If your numbers are not there, it is assumed that your relationship is getting in the way.  If your numbers are there, it is ‘obvious’ that the numbers could be better.

Couple the above issues with the fact you are Black and very much subject to the perceptions of others and you have an interesting problem.  If those who believe the perception that you are putting romance before sales efforts are managers, it surely will come back against you.

Yes, this is a touchy subject, yet true.   Being Black in a predominantly white organization leaves you open to be subjected to the perceptions of many, most importantly the sales managers and the general managers.  In an atmosphere where you need as level ground as possible, the last perception that you need is that you are acting as Romeo, or Juliet on company time.

Some Simple Suggestions

I would suggest that you avoid relationships in the workplace.  Do I believe that most of you will listen to me?  Frankly, I don’t.  If you are going to date in the workplace, I throw out these few points:

• Know your company’s policy on office relationships – This can keep you from a fatal error.  Yes, many companies have a policy, and you might want to know it before it is used on you.
• Recognize the harassment exposure – Think it over real well.  If things do not go well, anything you say or do may come back to haunt you!  Most relationships are short term and it is the aftermath of a relationship that triggers harassment claims.
• Be extremely discreet – There should be no outward expressions at the workplace or on company time.  You should know that if you discuss it with anyone, it will be ‘publicized’ by text messages, tweets, email, and general office conversation, not to mention cell phone pictures.

• Social Media will work against you – Anything you post, or she posts on social media sites can be evidence of illicit or clandestine activities.
• Above all know your exit strategy – If it is not working out the way you need, how are you going to get out without a nuclear explosion.  It might be good to have that conversation and agreement at the beginning of any office relationship.

It should go without saying that no managers should be dating subordinates but I will throw it in here as well.  Nothing will shorten a career faster that this type of activity.  Don’t even think about it!

Of Particular Note – The Interracial Relationship

As much as things have changed in the last 50 years, of particular note is the interracial relationship in the workplace.  Something that happens almost commonly in the “real world” still brings extreme scrutiny in the workplace.  Thus there is a double jeopardy for the man or woman who has an interracial relationship in the workplace.  That double jeopardy is based on the fact that the Black sales professional could be damaged by an office relationship, no matter who the partner is.  Additional scrutiny comes to bear when the workplace relationship is interracial.

You are at work to make money and to build a career.  Both can be subject to the whims of others in the workplace.  All of you already know that when it comes to your career and your money, the possibility of a short-term relationship could be very expensive.

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