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The Dirigeants sales reps de France (DCF) association held its biennial convention on May 23 and 24. Nearly 600 people gathered in Saint-Malo for this 22nd edition, which focused on the theme of responsible performance (Green Business). This theme comes as no surprise, given the scale of the challenge facing sales reps! sales reps are still little, if any, involved in CSR issues, whereas buyers are increasingly aware of them.
Green Business: a much-needed wake-up call
"Our aim was to raise awareness of the urgency of climate change and the central role of the sales function in this necessary transition," explains Jean Muller, National President of the DCF. This objective was achieved thanks to the conferences, round tables and striking testimonials of over twenty speakers. Among them were Arthur Auboeuf, co-founder of Team for the Planet, Guillaume Gibault, founder and president of Le Slip Français, Cédric Coutat, president of HP France, Yann Bucaille-Lanrezac, co-founder of Café Joyeux, François Guy, director of the corporate market at Orange Business, and Stéphanie Dupuy-Lyon, director of social commitment at La Poste.
The two days proved that "environmental and economic objectives are not incompatible, and now go hand in hand", and that working together on Green Business issues can lead to good ideas. "The exchanges converged on a central idea: we need to sell differently", asserts the DCF President, who hopes to see more and more "models centered on value and not on volumes". He concluded the event by emphasizing the key role of the sales function in this transition: "Sales functions are the driving force behind positive transformations".
Green business, sales management at the heart of the transition
Sales managers are aware of the importance of the subject, and must now work hand in hand with marketing to ensure the success of the sales organization on Green Business topics. How can marketing help? How can we make sales the driving force behind this positive transformation?
- By organizing workshops like the Climate Fresco.
- By popularizing CSR topics such as the circular economy and waste reduction, to make them easier to understand for the entire business population.
- By combining fun with learning through gamification, CSR becomes a subject that people want to make their own.
- By creating CSR content for sales, and training them on the right CSR approach to adopt in meetings.
The solutions are there! Salespeople are the ambassadors of your company's CSR approach, and their ability to embody this new dimension will depend in part on your ability to align sales & marketing teams.
About DCF
Founded in 1930, the Dirigeants sales reps de France (DCF) movement brings together 2,500 sales reps and entrepreneurs in more than 70 associations, who multiply national and local initiatives to promote the sales function, accelerate its transformation, share experience and inspire new vocations. The ambition of the DCF movement is to give birth to a new generation of sales reps "made in France", determined to accelerate the economic, social, societal and environmental performance of our companies, in all sectors of activity.
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FAQ
What is Green Business?
Green Business is an ambitious project in which a company reinvents its strategy and operations to minimize its environmental impact and respond to social issues. This includes adopting sustainable practices, reducing carbon emissions, promoting social and environmental ethics in all facets of the business... Ultimately, Green Business aims to harmonize economic profitability with respect for the environment and social well-being.
Why should companies go green?
There are two main reasons why companies need to adopt environmentally-friendly practices. Firstly, environmental and social issues are playing an increasingly important role in our society. Secondly, buyers are increasingly aware of these issues. Not going green weakens your competitive edge in the marketplace!
What are the Green Business challenges facing marketing and sales departments?
The main CSR challenges for sales and marketing managers are :
- Mobilizing sales reps around the company's CSR approach
- Popularizing CSR concepts for the sales force
- Integrating CSR into the sales pitch
