TMC: Green Sales

You can spend an hour with Larissa Crum at TMC, or days with her at Management Institute in August.  One hour will convince you to spend the time with her in DC this summer.  But, here's the one hour gist, or at least a 2 minute piece of it.

There's no difference between sales management and going green. Why?  Sales responsibility is no different than any other type of responsible management.  The key issues are sustainability, chemistry, and knowing the landscape. Sales Stewardship so to speak.

1. Chemistry:  Your clients have got to like you. The chemistry has to be good.
2. Landscaping:  You can't be on a client's team if you don't understand their landscape (or playing field). Don't sell them shade plants (even if they have a shady spot) for their sunny patio particularly if they're planning a big garden party this weekend. In print terms: The client doesn't need a digital sales person, a fulfillment rep, and a database guru. They need one point person (the contractor) who can then bring in the specific team experts as needed.
3. Coaching:  A sales team like a sports team has star players. You can treat your players equitably or fairly. Larissa recommends fair over equitable. After all, would you pay the same for Eli Manning (NY Giants) as John Beck (Miami Dolphins)? If you wouldn't for a quarterback in football, why would you for a sales rep in printing?

Sales, by definition, is supposed to bring in revenue and profits, so if that isn't a green initiative, what is?

-- Rhona Bronson