Consult Carson 6/15: “The process at my job is a disaster. What can I do?”

From today’s mailbag: “The process at my job is a complete disaster. I’m surrounded by incompetence that makes it impossible to truly take care of my customers and no one really seems to care or be able to make positive change. Thoughts?”

Carson: Whether you are at a small or large company, a division or project in incubation stage or that has been around for years, you will encounter issues with process.  Honestly, lots of people in leadership positions do not understand that process and people are really the main things that make things tick.  Sometimes, the people calling the shots in sales organizations have never worked in sales and they do not consult with the people before making process.  Furthermore, there are always varying levels of excellence people have for the roles they are in.  Mix these all together, and they make for an interesting cocktail.

1. Are you being a positive influencer?  You may not have been consulted when the process you describe was implemented but you can certainly control your attitude and actions regarding it.  Reach out to those who impact the process and ensure that they know the struggles you are having.  Preface your statement with understanding of any growing pains or positive components of the process, but respectfully present issues and potential solutions you have so that you can constructively work toward fixes.

2. Consult your peers.  How are others in your role dealing with the process?  Surely, if you are struggling so mightily, they must be experiencing similar woes.  If that is the case, they may have shortcuts, simplified ways of managing and maneuvering their way through and an answer to the specific problems you face.

3. Keep your head down; grin and bear it for now.  Change is imminent.  Nothing lasts forever.  Yes, there are problems in the process but with your input and input from those like you, you’ve got to have faith that positive change will occur.  It is OK to level set with your customer and ensure they know of the expected timeline of the process.  It is OK to have candid conversations with your supervisor and others who can impact the process to ensure your voice is being heard – appropriately.  Any company with viability will address their process problems appropriately.

Always think and operate “big picture.”  Yes, your customers may occasionally serve as the broken eggs that become the omelette.  It is frustrating in the moment when process is a problem rather than a proponent.  But you control what you can control (your attitude and actions and your input to guide the process as it evolves, because all processes are evolving) and you keep a steady hand on the wheel during this storm.  Give it time, and months down the road look back and ask yourself, “Has this process improved?”  If it has, great.  If it hasn’t, it’s likely time to start asking different questions.

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Carson V. Heady posts for “Consult Carson” serving as the “Dear Abby” of sales and sales leadership.  You may post any question that puzzles you regarding sales and sales leadership careers: interviewing, the sales process, advancing and achieving.  You will also be directly contributing to his third book, “A Salesman Forever.”

Question submissions can be made via LinkedIn to Carson V. Heady, this Facebook page: https://www.facebook.com/pages/Carson-V-Heady/125078150858064?ref=hl , Twitter via @cvheady007 or e-mail at cvheady007@yahoo.com or you may post an anonymous comment as a reply to my WordPress blog at the bottom of this page: https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/

Carson V. Heady has written a book entitled “Birth of a Salesman” that has a unique spin that shows you proven sales principles designed to birth in you the top producer you were born to be.

If you would like to strengthen your sales skills, go to http://www.amazon.com/dp/B00ICRVMI2/ref=cm_sw_r_tw_dp_yGXKtb0G28TWF