WHY DON’T THEY LISTEN TO ME?
Dear Sir Nelson, I’m an avid reader of your Sunday column and never miss one. I am having difficulty with my second job and I thought maybe you could help.
I worked for my previous employer as a sales supervisor and was handling six people until I opted for early retirement. I found another job, but my salary here is practically minimum wage. I do not receive any per diem as all expenses are to be liquidated. I don’t mind, but what gets to me is that I’m here for over a year now and haven’t closed any sale yet. It requires six months or longer to close a deal because it takes too long for senior management to approve a contract. Needless to say, I haven’t earned any commissions yet.
Still, I believe I am still capable and competent to help this company achieve its goals. I notice all plans here are shortterm. Their managers do not have goals and objectives for the betterment of the company. So I proposed to my boss, the sales manager, that I can present a SWOT analysis, a strategic plan and directions for next year.
I thought the sales manager would welcome it, but it seems he’s not interested. He is the son of the owner and is busy with other family businesses, so he is not concentrated on this one. I also tried talking to the owner himself, the president of the company, but what he wants is now, today and tomorrow only. Actually the owner seemed interested at first, but then got busy doing other things.
I’m not feeling challenged in this company. There is no growth or development program for its employees. In fact, some have already tendered their resignation and others are thinking of leaving. Is there any hope for me, considering that I am in my mid-fifties? Can I be hired as a manager at this late stage?
Hope for your suggestions. Thank you and more power!
Frau S. Tated
Dear Frau,
My basic advice is that you grow yourself into someone whom the management will listen to.
I have to ask some brutally frank questions: What was your track record when you were still a sales supervisor in the previous company? Did you land new accounts? Were you a consistent quota-buster? What happened to those six people you were handling? Were you already presenting SWOT analysis and business plans before you retired? Your past performance should be impressive before your current boss will listen to you.
In your situation, the strategy is to revitalize your sales career that will earn the respect and attention of the owner, the sales manager and the rest of management. This means giving them new business. Ride on the owner’s personality of “I want it now or tomorrow by being a fast worker that delivers quality results. The reality of corporate life is that you just can’t barge in with ideas until they see you as credible.
I can anticipate your objection: How can I sell when senior management is taking so long in approving contracts? You have to take a step back and ask why it takes them that long. It may help to understand just what you are selling. Are you selling fast-moving consumer goods (FMCG) where sales are closed with a customer’s purchase order? Or are you promoting huge specialized machinery and/or to a highly bureaucratic clients, such as the government? Does your selling process require complicated contracts, audits, reviews by legal, on-off negotiations on pricing and terms, and so on?
If so, think how you can help the management shorten the approval process. Is it to have all the necessary information quickly, on time, pre-approved, accurately? Is it to keep close track rather than sitting passively for someone else do his part, especially if that someone is inefficient? Perhaps the senior management doesn’t see the urgency or the opportunity costs of delay. If so, maybe you need to write down a business case, such as “Dear Sirs, if you approve this contract by so-and-so date, the company will get to earn X million pesos.”
Don’t complain yet about having no per diem. Prove yourself first, then ask. Never mind the owner and the sales manager are not focused. That’s their problem. Focus on your job. Focus on results. That’s why these two hired you. When you deliver — and deliver big time — they will have to listen and take good care of you. See the strategy?
Don’t be bothered that the company doesn’t grow or develop its people. If that’s the case, don’t depend on them or expect from them. You develop yourself. Take responsibility for your own improvement.
Another tactic is to volunteer to do some of your boss’ job. That the sales manager is distracted is actually an opportunity for you to strut your stuff. Are there administrative or selling tasks that your boss has no time for and thus would welcome delegating them to you? Then do a splendid job. Generate goodwill and leverage that for a better package and more responsibilities beyond minimum-wage level.
If things still don’t work out, then your other option is to go to another company. It can be as a freelance salesperson on straight commission. As to your chances of being hired straightaway as a manager, plus the fact that you are in your mid-50’s, you still have a fighting chance… if you are very good. That brings us back to your track record in this company. It all boils back to performance.
I am aware that parts of this email can be somewhat frank. But think of these as wake-up calls. I certainly don’t want to just stroke your ego and give you shallow advice. So review your track record, build new successes in sales, make yourself credible, earn the listening ear of the management and think of solutions not problems. I am not saying it will be easy. But at least with honest self-assessment and outside-the-box thinking, you can get to your goals sooner rather than later. Wishing you success in your undertaking. Nelson Dy
Check out my new book Regret No More: Letting Go of Yesterday’s Sorrows, now available in major bookstores nationwide. Learn the secrets of being free from your past and forge a regret-free future. Perfect for those who feel they made a wrong turn in their careers, among other things. If you have a career dilemma, email me via the exclusive nelsondy.careerroadmap@gmail.com.