Don’t lose sight of the forest because you’re staring at the trees all day. Look for trends and patterns. That way you’ll know an opportunity when you see one.
Never rest on your laurels or stop learning. Keep taking courses. Share your knowledge with others. And ask others to share knowledge with you.
Don’t rely on your own self-evaluation. Look for feedback. Ask some important people how you are doing — and don’t argue with them if you hear something you don’t like. Just fix it.
Don’t get emotional. This is part of a long-term plan.
Remember, even if what you hear is criticism, there is advice hidden in there somewhere.
Defend yourself only if your critic has got something dead wrong. Keep in mind that anything you say in your defense will sound like you have lost objectivity.
Thank the person for the observations — whether you agree or not.
Learn from negative experiences. If you’re fired or demoted, don’t feel sorry for yourself or blame others. Figure out what went wrong. Then never do it again.
Surround yourself with people who are on your side.
Watch your boss. What are her priorities? Your boss wants to look good, just as you do. Help her out, and sooner or later your boss will do the same for you.
Keep your boss’s interests in mind. If there is a storm brewing, be the person to break the news to her. Your boss will appreciate the heads-up.
Know what your boss expects of you. That way you’ll never disappoint her by accident. And remember, if your achievements cannot be measured, they may not be perceived.
Make sure your boss knows your goals. Talk about how she feels things could work out and how you could go about achieving them. Ask for feedback and advice.
Don’t be stingy. If you have sales tips and leads that can help your colleagues, share them. Your peers will look up to you and see you as a leader.
Watch those who know what they’re doing and those who have accomplished those things you’re striving for. Learn from them and if possible ask someone you respect to be your mentor. When you face difficult decisions, ask someone who has been there before.
Keep your word. And always deliver more than you promise.
Look at things from others’ perspectives. What do you look like in the eyes of a client or customer? You may find that what you want is in conflict with what they want. Look for balance and you’ll have a more productive relationship.
Publicly thank those who have helped you. They will love you for it. And they’ll be eager to help you again.
Find ways to be successful without stepping on toes. The more people you turn into enemies, the more enemies you are likely to meet down the road. Learn to be gracious.
Don’t think of your colleagues as enemies or competitors. Put yourself in that role. You are the person who will make or break your career, not them. If you are working against your peers, you will find that they are working against you.
Don’t hide your ideas. If you have something to say, say it with enthusiasm. Leaders are people who clearly believe in what they are doing.
Become the person the company cannot live without.
Make yourself the go-to person by grabbing opportunities to do things others can’t or won’t. For example, you could be the most technologically adept. Or the expert on outsourcing. And when there is a crisis, be the person taking up slack. People will count on you.
Be an expert. If you do something remarkable (and you should), write an article about it. Show it to your boss and look for a suitable publisher. Your credentials are your ticket up the ladder.
Make the organization’s interests your own. Don’t waste or misuse resources. Instead, look for ways to make the company more efficient.
A few other things:
If you want to be a manager, dress like a manager. If you want to be VP, dress like one. Look like you belong where you want to be.
Pick your battles. Don’t take on projects that do not show your skills and knowledge to advantage. And avoid projects that are likely to eat up too much time and material.
Avoid any unnecessary risk of failure — go where your chances of success are best.
Don’t sell yourself short by focusing attention on opportunities elsewhere. If the grass really is greener on the other side of the hill, go there. If not, buckle down and apply yourself where you are.
Ethical and Moral Behavior
Let unswerving integrity be your watchword.
BERNARD BARUCH (1870–1965), AMERICAN FINANCIER
Salespeople provide a window into an organization. Their behavior will be the yardstick by which to judge the organization. Conducting yourself in an ethical manner is not only the right thing to do; it’s the only thing to do. It’s a way of developing relationships that will yield handsome dividends in the long term.
Put another way, ethical behavior will not only advance your career — it will improve your whole life. Here are some guidelines to help you do so.
Be honest. Don’t be “creative” in documenting expenses. Avoid the temptation to accept bribes of any type. And, never offer an undue incentive to buy from your company other than tokens of appreciation such as a business lunch. Major gifts, such as free trips, are not only immoral, but illegal too and will surely get you fired — or worse. The short-term benefit will never offset the negative long-term damage to your career. And, it will put you onto a track of always finding a devious way to do things other than the right way.
Maintain confidentiality when asked to do so.
Be fair. Find a balance between your needs and those of others. Try to satisfy as many people as possible. That way, you will find that others will try to help you when necessary.
Be free of prejudice and bigotry — judge people on the basis of merit only. Prejudging situations and people will ensure that you set up artificial barriers with people who can assist you in one way or another.
Be loyal to your employer. Give them 100% effort. Represent them with dignity. Portray them positively in the marketplace, knowing that they, like any other organization, are probably less than perfect.
Carry your share of the workload. Pitch in and help others when needed, even when you are not asked to.
Don’t misuse your organization’s assets. Don’t exaggerate expense accounts or use the company’s assets, such as vehicles, for personal use. When there is a need to do so, get permission.
Don’t moonlight. Salespeople have lots of freedom. This should never be used for personal gain such as selling for another organization.
Avoid cheating in sales contests. Sometimes salespeople might hold orders back to put them in the following month when a contest is run. It might cause late delivery. And it will deprive someone else of a prize richly deserved.
Tell the truth about your product or service. Never exaggerate the capability of your product. “Best” is a word that is bandied around, and is often expected. But suggesting a technical specification beyond that which will be delivered can result in a lawsuit for misrepresentation.
Never talk about someone who isn’t around. And never insult an absent colleague or client. It will come back to haunt you.
Don’t beat around the bush.
If someone has performed poorly, let them know. Right away. If you’re afraid of hurting someone’s feelings, that’s fine. But never avoid an issue to avoid wounding someone. You’ll have to get to the point some time. Better it be now.
If someone has offended you, take it up with that person — not the boss. He or she does not want to know. Stand your ground. Don’t attack the person; address the behavior.
Don’t get into situations where you have to keep secrets or maintain some sort of false impression.
Always be fair.
Copyright is important. Don’t take it lightly. Ideas are meant to be shared. Whole texts are not.
Would you like to see someone take credit for your work? Of course not. Give people the credit they deserve and they will be happy to work with you again.
Be respected for your honesty.
A false resumé is not only unethical, it may be illegal and it could cost you your job.
Don’t let your enthusiasm run away with your better judgement. If you are talking about facts, have data ready to support your argument. If not, remember: you are only sharing your opinion. Make sure that is clear to your listeners.
Put your organization in the best possible light. Does your company have a values statement? If so, it’s your job to abide by it.
Don’t betray your colleagues’ trust by spying on them or blowing the whistle for little things. You won’t get points from your boss for being a rat. Only step in if the law is being broken or the company’s well-being is at stake.