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Your Job Is As Secure As A Sixth-Grade Boy At His First School Dance
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Dec 5, 2008 by Mark MaierFunny. Frightening. Sad but true. I wish I had thought of it but I borrowed it from Ari Rosenberg at Online Publishing Insider's article "Salesperson of the Year" who shares some tips to keep yourself employed in this tough job market...."I have had the unfortunate experience of both handing out envelopes containing a separation agreement and feeling the devastation of receiving one. So I know what helped sway my selections and I know how much it hurts. Here are some steps you can control that may help you avoid being asked to walk out the door carrying your belongings and ego stuffed in a box.
Starting today, you must approach your job with the goal of winning "Salesperson of the Year," regardless if the award is really given. Anything less than this type of effort will leave you exposed despite how much revenue you book. Your account list is not really yours and is easily transferable -- so don't make the mistake of thinking you're safe in this environment. Assume head counts will be reduced in 2009. These next steps (among others) can reduce your chances of being let go, while also acquiring characteristics worn by the salesperson of the year.
1. Arrive at the office earlier. Bosses and bosses' bosses all notice what cars are in the parking lot before they arrive, or what lights are turned on before they turn on their own. Beating everyone else into work is something you have complete control of. Even if this means getting in by 7 a.m., adjust your morning routine in 2009 so you can be the leader in the clubhouse every day of the year.
2. Stop fudging your expenses. There is no easier way to be vulnerable than flagging an expense that isn't valid. Take this risk completely out of the equation. Whether it's one lunch a month or one a quarter, this is not the year to spend a company dime against anything but clients and buyers on accounts you have targeted to win.
3. Eliminate personal communication during the workday. No more emails from friends or cell phone calls from family. I assure you your managers hear these private conversations. This may appear drastic -- but this coming year calls for drastic changes and this one is a no-brainer.
4. Be more transparent. Tell your managers your plan to earn their praise by being the salesperson of the year and what key accounts you plan on breaking in 2009. Then tell the buyers on those accounts you intend to earn their business. This kind of brazen stance sounds awkward because it's so transparent -- but said tactfully, this puts buyers on notice you mean business when it comes to earning theirs."
I think he did a great job but a couple more to add to the list..........
5. Know your clients better than management. This means knowing their history, the inside coach, the technical buyer, user buyers, and economic buyer. Know thier annual sales events, what has worked and what needs improvement. Know if they are holding margins right now and what they have on your A/R balance before anyone asks about it.
6. Ask for assignments. Volunteer for extra duties and special projects - it shows you are willing to provide "added value" for the property. Execute whatever you volunteer for as if your job depended upon it, exceed expectations.
7. Meet your budget goals. This can be a tough one right now but if you don't have 80% of your month on the books at the first of that month, you know you will have to generate new business to make up the revenue. You should be working each account 90 days in advance with the LPG Pacing schedule the rule of thumb that on the first of the month you should have 80% of the current month on the books and scheduled and 45% of the next month booked and scheduled. By the 22nd of the month you should be at or over 100% for the current month with 72% of the upcoming month booked and scheduled and 40% of the revenue on the books for the second upcoming month. If you follow these percentages and adjust your pipeline to fill to those percentages you will rarely miss a goal. If you are behind these numbers, talk to management about prospects you could see, a special promotion you could put together with several advertisers to get to your goal, or that you simply won't make it but want to make sure it doesn't happen next month. Management is much more understanding of someone that is working their hardest but falls short than someone who doesn't give them a heads-up to a problem.
8. Be helpful to other staff members. Just because you have been there longer than the new trainee, don't think you are any more secure. Management is much more inclined to keep team players who help the rest of the staff than just take care of themselves. I have seen reps go as far as sharing a sales spif with the secretaries, traffic, and the rest of the sales staff in the name of "the team". These are sustaining resources to coworkers and the property.
9. Become a sustaining resource for your clients. Make it obvious that you are seeding your clients, sending personal thank you's, prospecting, updating Customer Marketing Profiles, issuing annual proposals or renewals, following up, providing great copy and new ideas, and sharing the lessons learned as a knowledge base. If your head is one that is being considered for the chopping block, management is talking to your clients and in a round-about way checking up on you and your relationship. Make sure your clients would find it hard to do business without you.
10. Build a Strategic Budget Plan for each client. Sounds like a lot of work but really it is about having the right information to help them each and every month achieve the goals they have with the assistance of your advertising and marketing expertise. The plan should also detail additional events, promotions, and campaigns that you want them to put inside the plan. This planning process will help you know your clients better than your competition.
