Based on the Association of Professional Sales, diverse teams sales growth was on average 10 percent faster and profit margins were six percent higher than their competitors without diverse teams.
“Making sure all our people’s voices are heard and valued not only helps attract and retain the best people but also helps us deliver better approaches for our clients and our organization,” says Michael Thompson, EY’s advisory accounts and business development leader EMEIA (Europe, Middle East, India, Africa).
“People want to see themselves represented at companies they buy from, and a diverse sales force can more directly relate to the needs and wants of the people they are selling to,” says Stan Kimer, President of Total Engagement Consulting.
Although people are quick to assume that workplace diversity only means having more people of color in your office, the technical definition is hiring and retaining employees who represent a number of different characteristics and walks of life. Your organization can increase its diversity of gender, education, ethnicity, socioeconomic background, age, sexual orientation, and religious beliefs, among other traits.
To ensure you have an Inclusive Sales process you must have a diverse sales team. Here are 3 ways to ensure you have an Inclusive Sales Process:
Eliminate Old Sales Stereotypes
Sales is no longer a Male-driven industry. More women and even women of color are becoming Sales Experts/Sales People for organizations. A recent company reported 200% increase in revenue from previous year’s Q1 by changing the initial point of contact from male to females. These statistics provides the evidence that Sales have made huge strides.
Be Open About Your Efforts and Outside Consulting
“People of under-represented groups don’t expect perfection in efforts—we simply honor an organization’s willingness to ask for help and make steps to improve its inclusive culture,” says Tash Jefferies, Co-Founder of Hirekind, which offers resources and education to promote diverse hiring in the tech industry.
It’s important to understand your customers/clients and understand who are you representing them in your organization. However, you also want to balance the strengths and weaknesses of your sales team. Conduct quarterly reviews of what is represented in your team vs. the market trends.
What can you do today to make your sales process more diverse?