Enterprise Sales leaders: why developing and educating your teams on sustainability is key to sales success

A few weeks ago, I came across?Patricia Kane's insightful post on how sustainability should be part of everyone's job description. Her words resonated with me, prompting me to reflect on the significance of sustainability for sales leaders. Interestingly, I often receive calls from former colleagues in sales and marketing, seeking a quick sustainability 1-on-1.

I conducted a LinkedIn poll to gauge sustainability in sales proposals. Ok, so the sample size was small but there was good news; over 80% of respondents include sustainability in their proposals, however, 17% don't unless requested by the customer. Here's why they should start.

The truth is, an increasing number of customers and prospects prioritize sustainability when making purchasing decisions.??It is essential for sales leaders to ensure that their teams are equipped to address these concerns. Sales teams must have an understanding of their company's position and commitment to sustainability, as well as an understanding of how they can help customers and prospects achieve their sustainability goals.

Increasingly stringent ESG criteria are becoming mandatory prerequisites in RFPs. Sales teams that cannot articulate their company's stance on these topics may face market lock-out. Enterprises that can demonstrate their commitment to sustainability are likely to have a competitive advantage in the market and may demand a premium for their services and solutions. By understanding the sustainability goals and priorities of their customers, enterprise sales professionals can tailor their products and services to meet these needs and build long-term relationships with their customers.

The best salespeople are always focused on the customer business problem they can solve for. Sustainability efforts help enterprises solve a number of additional challenges like cost reduction, increased efficiency and mitigation of risks. For example, by implementing sustainable practices such as energy-efficient technology, waste reduction, and sustainable sourcing of materials, enterprises can save money on operational costs and reduce their environmental impact.

Developing relationships at the C-level and board level can be a challenge for many salespeople. Sustainability is a critical issue that is top of mind for executives across industries. By positioning your solution to help solve sustainability challenges, you can differentiate yourself from competitors and deepen relationships at this level.?

When sales teams can speak to the Environmental, Social and Governance impact of their solution, they can showcase how their offering can help clients meet sustainability goals and drive positive change. Ultimately, prioritizing sustainability in sales can help build trust and credibility with customers, and create a pathway for long-term business growth.

As sales leaders, we have a unique opportunity to make a positive impact on the planet by helping our clients embrace sustainable practices. What support or knowledge would help you do this better? Share your thoughts on how we can collectively contribute to a greener future. Let's make a difference together!