Getting the M.O.S.T out of being furloughed

HMRC confirms compulsory commission CAN be paid to furloughed sales staff 

Sometimes life can give you a ‘kick in the teeth’ and then you’re left wandering “what if…or if only…” or feeling and saying something much stronger!

Over the next few months if you’re a furloughed salesperson you have two stark options. You can be passive: sit back and wonder what your world will look like once the lockdown is over. Or you can be active: taking steps to shape your post-lock-down future. Let’s see what happens under both scenarios.

Scenario 1: Endure the lockdown and wait to see what happens

• You relinquish full control of your future to someone else – never a good idea
• You run the risk of feeling sorry for yourself as you ponder an uncertain future
• You miss out on the opportunities that might be available to regain control of your future direction through positive progressive action
• You fall behind those who do realise the opportunity and take action (remember sales is a competitive game!)

Scenario 1 is tempting. What’s the point of doing anything when we have no idea what is going to happen BUT: Instead of wondering what your world will look like and handing control over to the actions and decisions of others,  you can take life by the scruff of the neck and stare it down! You can think, strategise and plan YOUR future.

What does this look like?

Scenario 2: Endure the lockdown while future-proofing your sales career  

• You take full control of your sales career and future – always a good idea
• You become upbeat and positive about what the future holds, with the full knowledge that you’re in control of yourself, if not the world around you
• You have more options to choose from – and are more attractive to your existing employers and potential new employers
• You step ahead of the curve because, be reassured, most salespeople will not take the initiative towards progressive action like you

If you, as a furloughed salesperson, see yourself able to inhabit Scenario 2, then congratulations. Below is a tried and tested formula that will stand you in good stead going forward. It will help you get the MOST out this serendipitous opportunity to accelerate your sales career. It will make you attractive to new employers and, at the same time, ensure you are indispensable to your current employers.

Mindset- develop a mindset conducive to higher performance by creating a healthy sense of dissatisfaction with the status quo. How do you do this? Fantasize about the future and how great it can be. Do this without putting any limitations on your imagination.  This will propel you to the second part of our formula:

Objectives- set an audacious goal in alignment with your fantasy and determine where you want to be in the next 5 years. Then work backwards and determine what that goal means for each of the following years in these areas:

• Annual sales income yr1, yr2 yr3 yr4, yr5
• Annual % contribution to the group sales target
• Annual personal income
• Status and job title
• Sales performance level
• Yearly ranking in the sales team
• Amount of business closed

Strategy-High performance doesn’t happen by accident. If it did everybody would be a high performer. Here are a few things that you can do to take your sales performance to the next level:

Create a Sales Development Strategy

Ask the following questions:

Do I want to continue in this sector? If I do where do I see myself in the next 5 years? Is this role the right vehicle to get me there? What do I need to do next to make sure I’m on the right trajectory? Do I need help and ally(s) to get me where I want to go? Who are these people and how do I connect with them?

Create a Personal Development/Aspirations Strategy

In this context it could range from; personal lifestyle, travel, family, health, charity, cars etc so I’ll leave this up to you but do the exercise and answer the questions!

Tactics

With clear strategies you can now take focussed action steps:

• Read well reviewed sales books. The last time I checked only 7% of sales people ever read a sales book and they’re the most successful!
• Follow the experts: listen to audio programmes, book yourself on sales webinars, subscribe to interactive e-learning programmes
• Polish up your Linkedin profile, reach out to potential employers, get your CV updated, learn a language
• Stay in touch with your markets
• Find mentors: they are out there and willing to help. Trust me on this.
• Take a sabbatical and do something connected to your career aspiration. The current situation is like a free sabbatical- accept you can’t travel anywhere!
• Reach out on LinkedIn or call a CEO, Sales Director etc and set up a meeting to sell yourself into a new role, after all we’re salespeople that’s what we do or should do any way!

Hopefully this template gives you a framework and ideas for making the MOST out of the opportunity lockdown brings. Just writing this actually excites me. If you’re in category two and you’ve read this far, acting on this will be even more fun and rewarding I’m sure!

If you’ve found this article useful please share it with others who could benefit.

Let us know how you get on.

Good luck, Carpe Diem!