Keeping Your Job in an Uncertain Economy - Part 2

Yesterday we relayed sales speaker and author Jeb Blount's first three rules for holding onto your sales job in an uncertain economy. Today we'll share his last two - but keep in mind, they are excellent rules for anyone to follow, no matter their job situation.

Rule Four - Make No Enemies: Unfortunately, in most companies, non-salespeople don't like sales professionals. This dislike is motivated mostly by jealousy. The other people in your company are jealous because you work less, have a flexible lifestyle, go on the award trips, and out earn almost everyone - including top executives. Because of these feelings, your non-sales co-workers are looking for a reason to hate you. Normally this is not such a big deal. However, in a recessionary economy, you must not create enemies; and if you have enemies, do whatever you can to repair those relationships. Be flexible with demands and difficult people. Bend over backwards to accommodate. Let insults and affronts to your character roll off your back. Smile. Be polite and respectful. Stay away from office politics at all times. Never say a disparaging word about anyone because it will get back to them.

Rule Five - Have a Back-up Plan: It is always easier to find a new job when you have a job - especially if you are at the top of your game. Even in a recessionary economy top sales professionals are in demand. The proof of this are the more than 100,000 sales jobs currently listed on SalesGravy.com. Unfortunately, many people only start searching for their next sales job the day they get fired or laid-off. You must be prepared. Start by getting your resume in order - get a professional service to put it together for you if you don't have time. Post your resume on job boards where you can hide your personal information. Begin searching online to get a feel for the sales jobs that are available and which companies and industries are expanding. Build and nurture your professional network now. It will be too late if you end up on the street. Most importantly, keep your eyes and ears open. Pay close attention to the moves your company makes. Don't make any career changes in haste or in a panic. But, if after careful consideration, you feel like your demise is inevitable and you are about to be cut, take action to make a change while you are still employed.

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.

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.