Transformation comes from within - A change from me Management

I was not from a sales background at the beginning of my career, shamelessly I can say that I was an accidental salesperson who later on understands the magic that how to influence someone to buy my products. When I came first in this stream I was thinking that sales are just a transaction in which one buys and other sells but I when I moved deep, I could know that it is really helping others to ease their decision. 

For more than seven years in my career, I was handling Finance and Accounts where things were in a very repetitive manner and was following the three golden rules of debit and credit. I don't know how interesting work was that but I was fully convinced that I am not made for this boredom where every day I have to start things with the same routine. This does not mean that Finance & Accounts is not an interesting subject but it was not for me. I was looking for some more challenges where I can use my brain to unlimited vibrations, can represent myself at the forefront of business, something that built my career my way. 

When I was working for a good sizeable export house in Delhi, few instances also helped me to think about options. From 1998 to the year 2004 working with the company, I had encountered various searches, raids conducted by the Sales tax department, excise, FCIs, and Income tax. When they conducted the raid one person was highly searchable i.e. Accountant and the was owner of the company.  As I could remember, in the first such raid from the Sales Tax department, they approached the factory compound in the morning around 7 AM. Since it was the early morning time so there was no one from the office side who can handle them.  No one was aware of the instant as they didn't allow phone calls, anyway later on when I came to the office then came to know what was happening but for me, it was a terrifying moment because they were inquiry about the Account Manager.  I was the head accountant so a little bit confused and nervous that why they are inquiring about me.  I entered the room and pretended to be an account clerk, and sat on my chair nearby the cabin. To some extent, I succeed to misguide them about the Account Manager but later on due to an unknowingly mistake by the office assistant but I was caught and officers started interrogating treating me like a criminal or accused who did some rigorous crime.  literally, I was sweating heavily in front of them.  

I concentrated and controlled my emotions and within no time I was cool and confident that they were humble and asking questions like what we do and how was the purchase or sale process, stock status etc. This was another fear working as an Accountant that anytime Govt department people can come or conduct raid as they are free to do or it was the inspector Raj where their interest was not to find the facts but to find the way for themself. Later on, I understand that "Ye gaadi tou eisee hee chalegi" but I started frustrating with the same duplication of work. Again when I thought about career prospects, I too found that there are limitations to grow to the next level. In a private Job, there are no boundaries as far as post/position is concerned. Lala the owner of the commodity-based business can promote you to the highest position in the organization but without hiking the pay. Moral was implied that money is costly than giving a respectful position. There is no harm to promote an Account Manager to GM Accounts. but what about money. Respect can not feed the creed, only money can do this job perfectly. 

Now, I was given a chance in the company to handle the import of Pulses and export of Rice. It was something new to me but I know about export as one consignment was done in 1998.  I was really happy as it was the work of my interest. I  was handling 400 crore export of rice business right from procuring to stuffing in containers or Free on board of the vessel.   I was happy with this stream because it was related to my interest. I found the Agri Commodity business which was activities but full of ethics. There was no leakage as regards to evasion of taxes. Fairtrade practice. This has implanted a belief in me that commodity people carry moral and great ethics. Since it is fair trade so it becomes my favorite trade where I can start my career. but somehow, I had to leave the Job in mid-2008, Anyway, it was the turning point for me to think about my career seriously. When I moved to another job in 2008 I met people from the steel industry, again the same routine was there.  I was full of ethics and honestly that I will not do anything wrong in terms of evasion of taxes whether it is a concern to me as a person or company where I am working. But again it was also going in the same shit, 50% trade-in Steel and Iron business were happening unaccounted. It was a dam hit on my thoughts that Govt should ease tax procedures so that businessmen can freely accommodate into it and can pay the taxes honestly. Since the accountant is the key person who always helped such business houses that how to evade taxes but I was not that honest. If another day if any raid happened in the company and I was interrogated I might speak the truth that the owner is in evasion of taxes so for me it was not easy and fair. So again I found unfit in the Accounts & Finance. The story can go long but the precise is " my conscious will not allow me to do anything wrong where I can say no to a truth"  I quit the Job and start searching for a company where ethics works. 

My search ended another day, I got a call from my old friend that there is a vacancy in his company dealing in various products including mines, fragrances, and commodities.  I intently asked if they are doing in Agri commodity then it will be my interesting subject. He said, yes they have more than 2000 cr annual business in Agri. I jumped to a conclusion and send my CV to HR. On no ground, I was selected and asked to come down for an interview.  It was a small interaction with a one billion dollar worth owner of the company and I was selected.  In his first word, he said what is my strength and why I should be selected in the company.  Without wasting my time, I replied that my strength is in Agribusiness where I can forecast the near future for price parity and system implementation.  I am good at setting up processes and systems in the company. 

He was a gentleman possessing a high-end academic degree in Mechanical Engineering (BE) and Chartered Accountancy (CA). A silly question was fired by him. That here in my company all system and processes are in place and we don't need those and in Agri, we have experienced traders who can prepare a book of even 2000 cr, so where you find yourself. again without wasting a minute I said, Sir, can you give me six months to showcase my strength in MIS which will let you know that how strong the systems and processes company has and where are the Gaps.  I was not expecting that my call will be heard but suddenly he said okay, now you have to show us our shortcomings in the system and process. I started working on digging lengthy data from Mines, Agri, and other businesses and after giving a systematic shape things start appearing like ghosts.  

When I prepared my first MIS for their Mining business there were some unexpected results that were totally undigestable at that moment. I have to again go through to cross-check the data but found the same result again. Gaps were there in forecasting, procurements, inventory, costing, sales pricing, and realizations, unbelievable figures went to crores and almost 8% of the Sales which were not acceptable as per the industry practice against the thin margin business. 

When I went deep again in data mining  I found that costing was done like a layman, such things were there despite recruiting professional chartered accountants and experience cost accountants and Accounts people again there was no control from the management side.  Internal audits were there but only filing the papers as a complete formality.  I thought how a company that has millions of dollar turnover can do such bullshit working.   After taking a breath of one week, I prepared my final MIS report and presented it to MD.   I was surprised that he didn't through an awful expression as I was expecting after reviewing the data he will.  Actually, he was expecting this. 

I saw some glow in his eyes which were about to say some good words or expressing a great sense of thankfulness.  He said Rana'  I am happy to see you working,  figures were in my mind but I want to reconcile with some working on a paper which you did. Now I can say where my money was leaking in the past years.  With gratitude for my work, he appreciated it but asked me not to disclose this with others as he doesn't want to create a panic in the system.  Just contrary to my expectation (As I was expecting that he will continue my working in MIS) he said now you will do this kind of working in Agribusiness, and after that, I will be promoted to Trader where I will be responsible for quite a big volume business ( Fig. not mentioning here due to confidentiality). 

It was a chill moment for me as my dream work is going to be assigned in the near month to me and I will be known as Trader- Agribusiness.

 A change (Turning point) in terms of profession, career, business sometimes happen this way and sometimes happened unexpectedly, the same was happening with me.  I started working sincerely in the Agri and was getting a good amount in terms of salary and sales commission.  

When I was in my early job,  I committed to myself that one day professionals will work under my leadership and  I will meet with millionaire/ Billionaires.  I started exploring Agri deep from my heart. It was a line of my interest. Soon, started ground-level working in Rice exports.  In 2011 started publishing my Rice research reports from all origins of India (Rbliverice Index) and was doing offshore trading from other countries like Thailand, Vietnam, and Pakistan.  I did fantastic work in International trade and within no time I was among the top traders in Rice trade.  During the period 2010 to 2014 did thousands of ton of Rice, wheat, and other commodities directly and indirectly. 

Things change with time, so tuning is a must. Tune yourself for the change and do whatever you like most. Enjoy it from the heart but feel from the brain after all it is a matter of career.  

Transformation and self-empowerment is the change but if you really want to succeed you have to face it, adapt it, and inhale completely if you want to elevate yourself to the next level.  I  did the same for my interest and in return got lots of opportunities, knowledge, and finally experience.  

 Life lessons are there to write so that someone can learn from you. 

As a Salesperson, I learned this transformation by applying few important things in my daily routine. Few are mentioned below for ready reference:

1. Mind Set  is a belief 
2. Self Discipline  by way of self-management
3. Positive mental attitude and behavior
4. Desire and Burning to help others and to be the best
5. Resourcefulness
6. Timely Initiatives
7. Persistence for the thoughts
8. Listening and connecting with the client as an effective communication
9. Accountability towards customers and company in full heartily
10. Fulfilling Commitments and building relationship with the client
11. Creating and Sharing Vision 
12. Diagnosing, the desire to understand the real problem faced by customers
13. Creating Win-win deals
14. Understanding Business and creating Value
15. Democratic Leadership tyle

There are lots of skills that a salesperson can develop within him,  they will be benefited and accordingly can build a glorious career path of their interest. 

I will quote  a relevant saying for a great salesperson: " All Things being equal, people will do business with, and refer business to, those people they know, like and trust (Bob Burg, Author of The Go-Giver)

Something never changes. Certain universal truths remains, regardless of changes in the economy, technology, and society. One is that clients still buy from those they know, like, and trust. and they tend to like and trust those who care about them. Genuinely Care about them  (by Anthony Iannarino from his book The Only Sales Guide you will ever need)

Stay tuned for getting knowledge but convert it to experience for growth. 

Written by :  Balwant Singh Rana

Date: 17.05.2018, Jaipur, India

Publish on 14.5.21 10pm.