Everybody's Uncle

I am a 51-year-old sales professional and have been with my employer for 31 years. I have been the top salesperson 16 out of the last 17 years that I have been in the sales department.

When I first started, I had a vehicle furnished with everything paid for by the employer -- including gasoline, license plates, insurance, maintenance and repairs.
I had an expense account that I used for lunches 99% of the time and used it in a magnificently conservative way.

As time has passed, my employer has gradually taken these things away with the reason and attitude of "If you don't like it, than you can hit the door"!

The final "perk" of my gasoline was taken away last week with the same attitude. I furnish my own vehicle license plates, all insurance, all maintenance, all oil changes, all repairs, my home office, computer, fax, phone lines and phones. I pay for every single thing.

I am paid by commission only with no salary.

My income for 2000 was $ 140,000.00.
The year 2001 for many reasons was $ 110,000.00, down about $ 30,000.

Now that the gasoline has been taken away, I am more intense than ever about my sales call schedule, so that I make the most of those trips. I did that before, but am really paying attention now, as I continue to feel even more unappreciated than before, I wonder why I keep getting kicked in the teeth when my performance has excelled over the years, and still is.

I was under the impression from other sales professionals that their employer gives them support in every way possible to insure the success of their sales force.

We get absolutely nothing at this point. What can I do, or what reference can I turn to, to help guide me and my fellow salespeople in convincing my employer that he is hindering us all?

Your help and guidance is appreciated.

Signed,
Screwed again in Indianapolis.

Dear Screwed again in Indianapolis,

At 51-years-age, you cite 31 years with the same company. You refer to the employer in the singular, "he." "He" must be getting up in years and may have lost the focus that kept your professional relation intact for so many years.

The standard of a company account to cover expenses is the norm. Your employer acceded to the norm until recently. Why the change?

Tightening the corporate belt could be a necessity. However, the style taken departs from good business practice.

That stated, I would not waste time looking for logic where there may be none.

Please recognize the emotion and the logic in play.

How much of your concern is based on FEELINGS.... three decades of loyalty...no respect...poor me. Dwelling on emotion can cause a heart attack or make you miserable. Avoid that at all costs. Put sour emotions aside and employ logic.

You are still enjoying a six-figure income. [Your un-reimbursed business expenses are usually deductible, check 1040 Schedule A, Schedule 2106. The deductibility is tricky. Ex: Commuting to your place of employment is not deductible. Travel from client to client is deductible. Be cautious.]

You are not too old to test the market for other employment. The overriding factor in all employment situations is:

DO I HAVE A BETTER OFFER?

Emotionally, it is difficult to consider moving after 31 years. Occupationally, it is a logical option. I suggest poking around to see if there is a market for your service.

A gathering of the sales force may be in order. Are there young lions scratching at your six-figure client base? While your 110k minus expenses is disappointing to you, to someone in the 50K range it looks like heaven. (Part of the market.)

If the entire sales force has employment issues, perhaps acting collectively will be an eye-opener to a boss that fails to respect his employees. Since his attitude is "take it or leave it," what would he do if everyone "left it" at once?
Know any local politicians, newspaper reporters, union types? Bad publicity can scare reality into some people.

Nothing is better than a good social/business rapport, but when one side chooses to fight the other has a right to respond in kind. Don't hesitate to employ an attorney (with appropriate experience) to formulate and present your case. Contact from an attorney usually gets better results than individuals complaining incessantly (as always, in the mind of the employer).


I hear a lot of emotion in your inquiry.

Jimism: Never take business personally.

If your just annoyed at the cut backs in your expense account, perhaps you can live with it. If the situation is going to be detrimental to your health - time to move on.

Logic must prevail over emotion, but logic must recognize emotion as a significant factor.

Good luck,

Everybody's Uncle