Sex in a Sales 2.0 World
By Nigel Edelshain, Sales 2.0Right, well now you're reading this, this is actually about the role of women in the sales profession.
This post is inspired by a conversation I had with Jill Konrath last week. Jill is not only one of the very top sales experts out there, she is also the organizer of the new Sales Shebang conference and community for smart, savvy women in B2B sales.
Jill's passion for the Sales Shebang was born because she recognized how much saleswomen needed strong female role models, as well as an opportunity to connect with like-minded women.
In the emerging "Sales 2.0 community" we've been focusing a great deal recently on tools and process for sales -- how Web 2.0 technology is changing sales. But businesses are made up of people not just tools and processes. If companies don't get the people element right, and don't motivate those people well, tools and processes won't do them much good at all.
If you look back as little as 20 years, you will see women have made a huge difference to the global economy already. But these changes are not over. Take a look at the way Google has designed its culture and benefits to attract the absolute best-and brightest employees.
Firms that want the best sales people better realize that they need the best women sales people too. Sales 2.0 firms need to design their work environments and cultures to cater to women's needs. They better think about issues like flexible work times, arrangements for child care and ample maternity leave. And they better not set a culture that feels like an "old boys' club" where women are not equal partners and don't get equal respect.
I have seen several examples of firms that have plenty of women sales people but they have not instilled a culture that meets women's needs. Examples where male bosses see the time off a woman takes to have a child as lost revenue and are basically annoyed by the perceived threat to their career goals. Where companies have a strict 9-5 code and parents cannot have the flexibility to pick their kids up from school. Well guess what? The most talented women sales people will always be in demand. So if you're company acts like this the best sales talent will one day get up and leave.
If you ignore women as the power that they are in sales, and will be even more so, expect to be trampled by your competition. Women are a big part of the Sales 2.0 future. Don't get stuck in the Sales 1.0 world (invented circa 1880.)
Comments
Great to get this conversation furthered, Nigel.
I began in sales as a single mom years ago, because I knew I would be measured on performance, and be paid well if I worked hard and sold well. It turned out that I was one of the top sellers at the first company I worked for - even though I was 24 and dealing with parenting issues, eventually PTA meetings, homework supervisor, driver to sports after school as well as on daytime school field trips.
What I loved about selling for the companies I did work for was that I had flexible hours - as long as I produced, I was golden. This made me focus my time, be effective, and find ways to win business and keep my lifestyle going.
I often worked with male counterparts who partied all weekend, and ultimately got into some sort of trouble in the company - or the few guys I admired really shined and were some of the role models I had for success.
Bottom line is that the women I got to know over the years were focued, determined, efficient, and goal-oriented. Our sales jobs were not just something to do, but a career path to be paid as well as the guys.
Many of us have experienced sexist situations, lack of promotion, and just basic neglect (as Jill Konrath mentions... lack of female role models). For me it bordered on "lawsuit material" - my response was to go to a competitor and get the business away from my former employer rather than sue. It is great to have this discussion as we all learn more about age groups in the work force, and the needs of our best sellers - whether men or women, young or old.
Posted by: Lori Richardson | December 15, 2007 02:30 PM