This #BHM, it's time to learn about some pioneers—even some you didn't learn about in school.
We know of Madam CJ Walker and George Foreman, but there's a black business trailblazer that you probably haven't heard of: Thomas J. "TJ" Laster.
He was the first black B2B sales rep.
Laster was hired by IBM in 1946, before the Civil Rights Act, before the March on Washington, and even before Jackie Robinson broke the color barrier. He sold the IBM 603, the world's first mass-produced electronic calculator.
This didn't come easy, though. His sales leads were all white people and their businesses in post-WWII, pre-Civil Rights era America. Tough crowd.
Think about how you feel after a failed cold call or a deal that fell through—and multiply that feeling by ten.
But, Laster joined the "100% Club" a few years later, an exclusive group within IBM sales reps for those who met quota. Despite the setbacks and discrimination he faced, he didn't give up.
He was the pioneer for representation at IBM: their first black marketing rep Lionel Fultz was hired in 1951 and their first black engineer Harry Cochraine joined in 1952.
Laster paved the way for many, including my Poppy (grandfather), who joined IBM in the late 60s as a systems engineer, before transitioning onto the sales team and working his way up to leading IBM’s Chicago consulting business in the 80s and 90s.
I wrote this post because there are so many "firsts" in black history that aren't common knowledge and that's a damn shame. Their stories and impact matter!
#blackhistory #sales #b2bsales
Senior Program Officer at Local Initiatives Support Corporation (LISC) and doctoral candidate at Prairie View A&M University Doctor of Business Administration Program
1moCongratulations, Monica Garcia Varela. RDF is lucky to have you, and I can't wait to see what fantastic things you will accomplish.