Other than personal success there is nothing more rewarding than helping another sales professional reach their dream of having success in reaching their goals.

It is not easy to be a sales professional, so it is really not easy being a Black sales professional attempting to sell in a tough market.  It is actually a real “gut check” because you are dealing with a difficult economy, blurred lines of product differentiation, and in some cases competing distribution systems like the web.

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If you are reaching your goals consistently and feeling success, then you need to think about the impact you could have on others.  You need to reckon with the fact that you could make a true difference in the life of a sales professional that might need some guidance.

Two Types of Mentors

The Definition of Mentor -  “A trusted counselor or guide” (Webster’s Online Dictionary).

In Black Sales Journal 1/27 – Do You Need A Mentor? – Actually You Probably Need Two! I suggested that there are two types of mentors that an aspirant sales professional might need.  Of course, someone needs to fill that void.

Below is an excerpt from Black Sales Journal 1/27 describing mentoring for those who might be seeking out a mentor.

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.

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.

Can You Play One of These Roles?

So for those of you with the skills, knowledge, presence, and willingness to help, which of these roles can you play?  Can you play both?  If you fit both descriptions, you can be both, yet the important thing is to be something more than a colleague to someone.

It is a fact that the role of mentoring does take time and effort, yet it is all well spent.  If there is a sales professional who is a colleague that is working hard to figure out sales, and the organization, and your skills are there, you should step in.  You get an opportunity to help, without any definition of the role, and in the process you hone your skills as a mentor.

With this in mind, I am suggesting that you mentor someone regardless of race or ethnicity.  You will find that when you are asked professional questions, that your answers get better each and every time.  You learn to say, “I don’t know”, and you learn to coach as opposed to provide answers.  You begin to think through things when no one is asking questions, in anticipation of a question being asked at some point.

Your understanding of how to explain the organization and the sales process within the organization becomes generally stronger, and this process gets you ready for a well-defined mentoring opportunity when the time comes that you need to be prepared.

Mentoring a Black Sales Professional

Best of all, when you have the opportunity to mentor someone who has the challenges that you had when you were a fledgling sales representative, you are prepared.  You know not to give all the answers, but to coach.  To allow them to use reason, cogent thought, and sound logistics in coming up with a course of action.  You know that being able to convey an understanding of the organization and the organization’s dynamics is as required as an intimate knowledge of the sales compensation plan.

Too many aspirant sales professionals come in and desire to work the system without understanding why the system exists.  You can do your part in giving frank and enriching conversation to someone new, and give him or her a start.

A Launching Pad for Management

As was discussed in Black Sales Journal 3/24, Are You Sales Management Material? there is no better start than mentoring.  Coaching and training in terms of sales and sales techniques, or even assisting one with their understanding of the organization is a way to be in line for a manager’s position.  There is no better endorsement for the job than to be in good standing on your role, while getting credit for helping others to get results as well.

A Reason Why

Many Black sales professionals quietly leave a job when things are not going right.  What am I saying when I say ‘quietly’?  You will look around and find out that they have left the organization, and no one even knows why.   This happens when someone new feel that all of the cards are a stacked against them.

In most situations the cards are not stacked against you as much as the organization, and the sales process are frankly difficult to understand without help.  Your help can be a career changer for someone in need.

Always remember, the process of mentoring can be done no matter what the color or sex of the individual.  The important thing is to give so that others have a chance.  If you are doing it already, you should be commended.  If not, it is never too late.

Go out there and make a difference! You can reach me at Michael.Parker@blacksalesmanager.com.

A conversation today in the sales department:

Your Manager – “You are not getting it done.  Your territory is underdeveloped, and we are prepared to go in a different direction.  We are prepared to terminate you effective immediately.”  He goes on to say, “However, if you would prefer to resign we would be willing to extend some benefits that you would not get otherwise.  We would request you produce a letter of resignation and sign a severance agreement.”

You – “I am not sure of what I should do?  I need to think about it.  I will get back to you tomorrow.”

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There is nothing gracious about this moment.  There will potentially be a moment when you realize that you are probably going to be taking your talents elsewhere. Of course it may not be your choice.

Since there is nothing gracious about any of it, you should understand that in most cases as this is not personal, it is business.  Business can be cold sometimes…actually frigid might be a better word.

Let’s talk about a decision that could affect your future.  The implications affect both your current and future employment, and you should know them now as when the going gets rough, you don’t want to be deliberating while steeped in emotion.

Should I Resign?

Most sales professionals will deal with this in their lives at some point.  Whether it is because of lack of ability, weak product, poor territory, out-of-line pricing, or some other factor, it is not uncommon to reach the end of the line with your employer.  The Black sales professional have even a little more to be concerned about as credibility for future jobs comes at a premium.

If you have been on a sales performance program (see BSJ 4/30, Are You on a Sales Performance Program?  Can You Beat it?) you recognize that one of the common features is that there is usually a trigger date; that date which termination is imminent.  On this date you are going to have to make this important decision.

Apart from the obvious reasons for importance, you are faced with some important alternatives.  Here is why it is important:

• Concerns with Unemployment Compensation –you normally don’t get it if you voluntarily leave your position.
• Your need for employee benefits – this problem happens whether you resign or are fired.
• Concerns with credibility and marketability - as it would concern future employers may be preserved. This is not as prevalent in sales, but certainly is true in other occupations.

When you face this moment, you must realize that the sales occupation is a little bit different than many other professions in the fact that terminations are not wholly uncommon.  In almost all situations, the objective of the employer is to quickly end the employment relationship.

At this point, you may want out as well, it is how it is done that is important.  In some states and situations, resigning can rob you of the rights to your unemployment benefits.   These benefits could be your lifeline while you are out of work.

Resigning may give you an opportunity to negotiate the terms of your resignation.  A lot depends on the strength of the ‘case’ against you and how badly they want you out.  Negotiation may be a strong word in this case, but you might be able to get some better terms for your termination.

Should I Get Fired?

Being fired evokes strong emotions.  Obviously it is a still a termination, but it sometimes creates a feeling of powerlessness and victimization.

Aside from the emotional, this termination can have its good and bad points as well:

• You normally get a severance package. Nothing comes without exacting some price, and in this case it probably will be your right to an employment action of any type.  Remember, once you sign the severance agreement, you are ‘toast’ regarding any action that you may later seek.
• Most sales professionals don’t get fired for doing something egregiously wrong; they get fired for not producing the right sales numbers.
• Sales, as an occupation, differs from many other positions in that there is a minimal stigma to getting fired for lack of production or effectiveness.
• If there is a ‘package’ of some type as an incentive for leaving quietly, you will probably have your noncompete agreement copied and put in front of you as a part of any severance you get.  You may want to negotiate this carefully as your ability to work for another employer is dependent on not having a restriction!

Terminated for Cause?

This is the exception to all of the rules.  If you have done any of the ‘infractions’ that result in a legitimate termination for cause, you could potentially leave with nothing.

These infractions include, but are not limited to:

• Intentional acts of fraud against the company
• Stealing from your employer
• On the job drinking or drug use (as defined by the employee handbook)
• Intentional breech of company policies
• Wanton damage to company property

Some Points to Remember

We are talking about sales personnel, and that is a defining point.  I am pointing out the fact that even the best sales professionals find themselves in situations that result in termination.  They move on and find success elsewhere.  It is the way it goes.

When your previous company is contacted regarding your role there, they are extremely limited as to what they will say.  They normally only give the following information:

• Verification of employment and title
• Verification of dates of employment
• Verification of salary at termination

Larger firms stick to these numbers and go no further.  None of this is incriminating.

Make a wise decision based on calculated information.

Always be prepared.

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