This article was long due from my side where I wanted to comment on an important decision made during the COP 21 at Paris last year.
195 countries agreed to reduce their carbon output “as soon as possible” and to do their best to keep global warming “to well below 2 degrees C”. Am not sure if this is achievable or not, but this is ambitious and all sales guys love such goals.
I want to bring in the sales aspect to this wonderful decision. Sales force contributes to a decent amount of daily commuters, as sales department is one of the lifelines to any company. At this juncture, I would like to highlight few aspects that can bring down the carbon footprint by sales teams, yet be as effective as they were before. This holds good to junior to senior sales teams, new business development teams, account management teams and client relationship teams.
- TIME: If you don’t value your time, you will never value other’s time (because you don’t know the importance of time in the first place). When you fix a meeting with a client, you need to set the agenda and meeting goals. You might find it difficult in the beginning, but trust me on this; if you set this up before you meet the client, the client is going to respect you for this. I have seen many meetings go waste as you meet a client only to build relationship or rapport. Times have changed and everybody appreciates time. So as a sales guy, you need to know this. You save time, you make more productive meetings, you close more deals.
- TECHNOLOGY: Use technology to its best. We live in that age and don’t be fussy about not using it. It doesn’t matter how small or big is the deal, you can have the first few meetings on Skype or a VC. Remember, clients have also evolved and they too appreciate the fact that you are not trying to cut costs, but respecting their time. It not just about a VC, but the whole aspect of getting things done. Be it from discovery meetings, presales, technical documentation, proposals, invoicing, follow-ups, etc. I am talking about the whole chain with a gamut of activities.
- PLANNING: Traditional sales is considered to be an on-field activity most of the time. But with the evolution of modern sales techniques, we can achieve same results, if not better with smart thinking and smart selling. Instead of running around like a headless chicken and going after the entire market; identify the right segment and go after just those opportunities. You will sell more in less time. In the process, we would also help achieve the COP 21’s goal of reaching 2 degree Celsius.