Keeping Your Job in an Uncertain Economy

Do you feel lucky to have a job? I know I feel lucky, and would like to do whatever I can to keep the paychecks coming. With that said, Jeb Blount, founder of SalesGravy.com, has some excellent tips to keep you from being next in the line of lay-offs. His five rules are great advice. Follow them no matter what your situation. People will be impressed with your work ethic and want to keep you as a part of their team.

Rule One - Activity Is Everything: Complete all of your customer visits, make all of your prospecting calls, hit all your new appointment and closing appointment targets. Even if you are not at quota you don't want anyone questioning your activity. If you are achieving your activity targets but not hitting quota, the economy, not you, may get the blame. Activity is tangible. It can be measured, analyzed, and reported up. When you hit your activity targets the perception is that you are working hard and toeing the company line. Your company and your boss are more likely to invest in and keep the salespeople they perceive to be hard workers. One more note here - be sure that your reports and paper work are perfect and always on time and keep your CRM updated.

Rule Two - Don't Complain: You are stressed out, your company is cutting back, the boss is more demanding, and things are changing. You may even be asked to take a pay cut. Heed this warning: DO NOT COMPLAIN. Don't complain to anyone, for any reason, at any time -- no matter what. If you complain to co-workers, they will use your words to throw you under the bus and save their own hides. The last thing the boss wants to deal with is a complainer. The boss is likely much more stressed than you are. She doesn't need you to remind her of how bad she already feels for reducing entertainment expenses, cutting spiffs, or having to announce that the annual awards trip has been canceled. So learn to keep your mouth shut. Instead, start repeating to yourself, "I'm lucky to have this job." or "It could be worse; I could be unemployed." Keep a smile on your face, accept things as they are, and stay focused on your activity targets.

Rule Three - Become Indispensable: In the past when companies downsized it was always last in, first out. Today, however, most organizations choose who goes and who stays based on productivity. In other words, people who generate more value for the organization stay. Being indispensable means more than just doing your sales job perfectly. It means volunteering for projects, looking for ways to add value, and consistently asking the boss if there is anything you can do to help. Change your way of thinking about work - the party is over for Work/Life Balance. Right now your job must become everything. Devote yourself to it - even if it means putting other things (like time with your family) aside. Work longer hours, be seen often, and always offer to lend a hand. Your goal is to create the perception that you are an employee the organization cannot live without.

We'll finish up with Blount's rules tomorrow - in the meantime, take the first three to heart.

Jeb Blount is the founder and CEO of SalesGravy.com, author of Power Principles, and considered one of the leading experts on sales and sales management.