Black Sales Journal

Are you ever tempted to cheat?  Do you know some of your sales associates who have “went out of bounds” in this profession where they may be convinced that no one is watching?  Never give in to the temptation!

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I worked for a sales organization that believed in having sprint contests as well as sales incentives.  It was the nature of the beast to have a contest that had incentive trips, as many organizations have, as well as to have a contest to introduce, or spur the sales of slower moving products.

But this contest was different; it involved a sprint contest that would ‘pay’ on the basis of activity and not actual sales of the product.  In other words, you could get paid on the basis of working on something as opposed to the success of selling it.  Quite strange that an organization would be so desperate to get its sales professionals to work on a new product that they pay on the basis of working on it as opposed to the norm of selling the product.

Here is what I witnessed:

Sales reps in our office were buzzing as they talked about this new ‘program’ that they would be paid to deliver quotations on a new retirement product for small businesses and entrepreneurs.  You got paid for selling it, and if you did not sell it, you got paid in prizes and merchandise for getting to business owners to sit down and discuss it with you even if you did not sell it.  What could be better than that?

The unintended consequence of the contest was that unscrupulous sales professionals could easily augment their real activity with false activity in order to walk with some valuable prizes. As a matter of fact they could totally fabricate enough activity to walk away with stereos, televisions, sporting equipment, and gift certificates.  And that is just what happened.

The sales staff was tempted to ‘pad’ activity and those without morals did just that and were rewarded with a bounty of electronics and other items.  As a sales manager and a manager of sales managers for that same organization later in my career, it was clearly the example for what program never to undertake again.

Play Fair… Everywhere!

“I would prefer even to fail with honor than to win by cheating.”
Sophocles

Yes, companies can decide what programs not to implement again, but the bigger story here is not that there was a ‘dumb’ program; it is that when the moment availed itself, these sales professionals ‘cheated’ for trinkets.

They took the opportunity to ‘fudge’ their activity sheets for some items that they could already afford!  That is the problem with cheating.  Sales professionals work by a system, and the system can be ‘gamed’.   Even more, in most cases no one is watching many of the activities.

Mr. or Mrs. Clean

The impression that you will want to leave on your employer will be based on a squeaky clean image, which negates any perception that you might cheat.  The perception that you may cheat is as damaging as cheating itself.  You need to be Mr. or Mrs. Clean.  I have had this conversation with Black sales professionals on numerous occasions while mentoring.

With that in mind, you should note that if I were your sales manager, perception of your propensity to cheat would be based on some important points:

• If you will cheat your fellow sales professional or co-employee, you will cheat me!

• If you will cheat the IRS you will cheat me!

• If you will cheat on your wife, you will cheat me!

Cheating obviously occurs in more than the workplace.  In the areas that are above we must consider the possibility that if it is known you violated the truth, you can possibly do it to your employer.  You may have no intent to do it to your employer, but the perception that you could do it is what can damage you.

Your personal life is yours, but says a lot about you.  It helps you establish your credibility (Read This - BSJ 4/16– Credibility …You Can’t Buy it, You’ve Got to Earn It!) as well as build a positive perception of yourself as I stated BSJ 4/9/2012 Build a Positive Perception.

Cheating in the workplace includes, but is not limited to the following:

• Expense management
• Handling of company property (cars, computers, etc.)
• Your time management (while you are supposed to be working)
• Your sales prospect data

Protect you future and your career.  Put your energy into maintaining credibility and winning the right way.  Remember, it is always easier to tell the truth! (Read it in BSJ 6/30/2011 Telling the Truth…It Works Wonders for a Relationship).

Be the Best.

I welcome your comments. Contact me at michael.parker@blacksalesjournal.com.

If you have read Black Sales Journal before, you know of my obsession with the mechanics of the business relationship and how it affects the sales process and the fate of capable sales professionals.  Now, as important as that may sound, it is even more crucial in its impact to the Black sales professional.

Think about this graphic statement – “People will question all the good things they hear about you but believe all the bad without a second thought!”

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This statement speaks to the nature of all relationships, and especially business relationships. In business relationships, you are obviously under scrutiny.  You may eventually need references, certifications, and even credentials to get the customer’s confidence.  The prospective customers will go as far as to check references, interview you, and re-interview you regarding your ability to be a good vendor or sales professional.

If you have made the sale, you probably have done it by ‘jumping some hurdles’, and ‘passing the muster’ and all of this is to your credit.  After all of that ‘investigation’, your relationship is still fragile because of the premise above.

Credibility Is Indispensible

I talk extensively about the ultimate benefits of building credibility in BSJ 4/16/12 – Credibility – Can’t Buy It; You’ve Got to Earn It! But… it is fragile, and even more fragile when you are not the same color as the decision maker.

Note these tips to building credibility from that important post:

Sources of Credibility:

Appearance - Appearance is important.  Dress as a professional.  No one takes a clown seriously, and if you don’t dress properly, they won’t give more than a laugh either.  Always be presentable.  Remember, you represent your organization and yourself…there is no casual day.  Don your uniform, it will keep you in character, and set you apart from those that don’t know the drill.

Be Client Focused - Use every interaction, meetings and, to reinforce that you are client focused.  Know your clients needs and anticipate the ones they will need in the future, and exhibit it.  If you take care of your clients, they will take care of your company, and you!

Be Responsive – Do what you say you are going to do, by when you say you are going to do it.  Answer the phone, return phone calls, and be on time for appointments.

Communicate Often and Early – Don’t assume anything and deliver bad news as soon as possible.

Be Discreet – Never share customer information with other customers…never.  Once you do, in an effort to drop names or seem important, your customer will assume that you will share information about their operation with others as well.  Your quest will be over before it starts if you do that.

Exhibit integrity - Always tell the truth.  If you don’t know the answers, then admit it.  Always be the corporate citizen that you would like to work with.  No jokes about race, disability, ethnicity or otherwise.

Be an Expert - Always know your own product or service.  Know your customer’s industry.

Be a Master of the Sales Process – Know how to probe, support, summarize, and close, and when to do it.  Moving the process along, without heavy pressure helps to create urgency without seeming like a “snake-oil salesman.”

Always Have References – It gives credibility when you can show who believes in you.  It shows preparedness to have references including phone, address, and titles ready to hand to a customer.  Make sure you have references

Have Proof Sources – It is wise to always have proof sources for the claims of your company’s product.  A buyer/customer will be impressed when you can provide names of customers, especially customers within your prospect’s industry.  Make sure you have permission from those who you will use.

Some Things You Can’t Change

The vexing problem of the statement above is that you cannot change human nature.  That human nature leads people to be doubters and even quickly turn to nonbelievers.  With this in mind, develop strong relationships as best you can.  Avoid any behavior that could rob you of your valuable credibility.  That means avoiding jokes, discussions about religion, references to politics, and obviously race.  Check out this post for some guidance as well:  Black Sales Journal 1/3/11 – The Three Unmentionables for the Black Sales Professional!

This job is hard enough without self-inflicted wounds.  Stick to the business of selling and making money.

Always remember, be the professional! You can reach me at michael.parker@blacksalesjournal.com.