Women Talk Sales Productivity
Where are the women in sales? What advice would female leaders give to those who aspire to lead sales teams?
In a new ebook entitled Women Talk Sales Productivity, Cien gathered leading saleswomen to hear their accounts of the current sales landscape, its best practices, and advice to future saleswomen looking to make their mark in a seemingly male-dominated field.
While women sales professionals tend to outperform their male counterparts, at Cien we were taken aback to see that only 20% of sales organizations were run by women.
According to Gartner Research, women hold just 1 in 5 sales leadership positions and only 1 in 4 mid-level sales manager roles. The percentage of women in frontline sales management has remained flat for more than 10 years.
Professor Joel Le Bon of the University of Houston Bauer College of Business Sales Excellence Institute performed an analysis of his 989 students’ sales performances across 7 years. The results showed that there were 62.5% more female top performers than male top performers. Moreover, the female top performers outperformed the male top performers by 73.9%.
The question is how did top female performers manage to be successful? What factors do they attribute their success to, and what advice would they have for other women looking into a career in sales?
At Cien we asked ourselves: Where are the woman sales leaders? Why are executive roles more accessible to men?
To address this issue, we started an initiative entitled “Women in Sales Talk Productivity.” Within it, we gathered a group of influential, industry-leading saleswomen to help us delve into the personal and professional dimensions of female high-tech sales.
In our talks with them, we explore their outlook on effective sales training, how to achieve maximum productivity in the workplace, and where they see organizations can improve.
Furthermore, the participants give their insights on the advantages and disadvantages of being a woman in sales, the women that they personally see as role models, and advice to future sales leaders.
For a full look into Cien’s Women in Sales Talk Productivity Series, click here to see download the full book.
Trish Bertuzzi, best-selling author and founder of The Bridge Group
Marylou Tyler, founder of Strategic Pipeline and author of Predictable Prospecting
Suzanne Paling, internationally recognized sales consultant and best selling author
Jill Konrath, international sales speaker and author
Bridget Gleason, vice president of sales at Logz.io
Zeenath Kuraisha, CEO of the Asia Pacific Sales & Marketing Academy (APAC SMA)
Barbara Giamanco, founder and CEO of Social Centered Selling
Andrea Waltz, international speaker and co-author of Go for No!
Amyra Rand, vice president of sales & strategic partnerships at Criteria Corp.