3 min read –
When I was a young Export Sales Manager 20 years ago, I wish I knew the following :
- Results are more important than rules
In 2013 I spent over six months trying to sell a $5 million project in China.
After endless efforts, sleepless nights and negotiations, the customer eventually called me to pick up the purchase order.
At the meeting, I discovered an unexpected change in the contract.
The impact was that our profit margin was reduced by half a percentage point.
Instead of accepting and taking the order, I followed the chain of command and called my boss to ask what to do.
There was a misunderstanding in our discussion and we lost the order.
In 2019, I was trying to sell a 2-million USD contract in India.
The customer loved our product and had clearly decided to buy.
The procurement process was complicated and my boss did not want the order (until now I don’t know why).
So I took the matter in my own hands and signed all necessary papers required by the customer, against my boss’ instructions.
We got the order and the company’s CEO congratulated me.
=> Breaking too many rules might get you fired, but strictly adhering to all of them might prevent you from achieving your goals.
- Fighting your boss is a lost battle
In my 25 years of experience working as an employee, I had 10 bosses.
Half were great leaders, the others were incompetent, toxic or both.
It is sad but realistic to say that your boss, good or evil, is the only person you cannot fight in a company.
=> So if he is a good boss for you, stay as much as yo can. If not, consider leaving as soon as possible.
- The Vision Mission Values statement is not only bullsh*t
When we’re younger, it’s easy to dismiss the Vision, Mission, and Values statement.
It is a mistake.
=> Take the time, and get help if needed, to read it, to decipher it and understand it.
There is always a meaning inside.
If the meaning is empty, it is not a good sign and shows that the company does not know where it is going.
That could be ok for you, but be aware that you may also be unsure of your direction.
If the statement has a meaning but it clashes badly with your personal goals and beliefs, then don’t stay in this company, or you will regret it.
- Do not give your life away
I went through 2 burnouts in my career. One bad, the other one lighter. I was lucky to recover without any damage.
Burnout doesn’t just happen to colleagues or people in other departments or companies.
It can seriously happen to you and you won’t see it coming.
I have seen people get sick and die around me, from stress.
I highly recommend being proactive and wilful at work. Always overdeliver and show your curiosity and motivation.
=> But carefully secure a work-life balance to avoid burnout.
If you become ill and unable to work, the company will replace you within a week.
And we cannot blame the company for doing so, the company is designed to survive.
- Build your network when you don’t need it
When you need a strong network to find a new job or launch your own company, it will be too late.
=> So you must build it in your early years when you have a job, when you think you don’t need it.
- Improve your emotional quotient
In a company, your ability to communicate internally and control your emotions is more important than the professional skills you are paid for.
Maybe crazy but a reality.
=> Be assertive, but avoid confrontations, especially those involving multiple people.
Confrontations will bring you 3 minutes of emotional relief and years of regret.
- Accept the limitations of your role
Companies are often too strict and impose a stiff frame of work.
On some occasions, you might be put aside, disregarded, not informed, not consulted, looked down upon.
=> Remember, it’s your role and rank being sidelined, not you as a person.
Don’t take it personally and keep doing your best.
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A good work-life balance will generate more sales.
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At Cintasia, we specialize in Export Sales to Indonesia and Asean, for Industrial Engineering Companies and Original Equipment Manufacturers.