It’s time to wade back into this very critical discussion.
You say it’s not critical?
I will argue it is, because if you’re a sales manager or anyone even remotely responsible for sales, don’t you want to make sure you’re capturing all you can?
Sure you do.
Jill Konrath — who I feel is one of the foremost experts on sales, is someone I tremendously respect and is someone I count as a friend — wrote wrote a poignant article on this issue. Check it out at this link.
If you’ve been following my blog, you’ll know I too have written on this subject before. Check it out at this link.
It’s time to discuss this subject again, because it has come up in a number of conversations I’ve had recently with sales leaders who are very concerned about the issue, along with members of the press writing about the subject.
Let’s cut to the chase.
Women on average are better listeners. They are able to engage others in conversation and, more importantly, are able to gain keener insights than most men.
Men tend to be more competitive, and as such, may stick with a prospect longer than the average woman. This is many times offset due to women tending to be better organized than men, and as such, women can follow-up more effectively with less falling through the cracks.
A simple guide I’ll share with regard to men vs women in sales is men tend to do better in short sales-cycles where the objective rapid conversion. Women fit well where it’s a long sales-cycle that ultimately turns into a long-term customer relationship.
Recently, I shared my thoughts on this subject for an article being written for ProRemodeler. To read the full article, go to this link.
Now that I have made many of you vehemently mad at me for my comments, let me add this:
In the end, the ability to sell is a result of the attitude and motivation of the individual doing the sale.
We can put everything else aside, short vs long sales-cycle, etc., and we will arrive at the fact that it is the individual who makes it happen.
The reason I’m writing this article is not to inflame anyone, but rather to serve as a wake-up call to sales managers and sales leaders charged with leading their team. The results your team achieve are a direct reflection on the level of passion and commitment you take toward your job in helping your people become the best.
When I mean the best, I’m not saying average. Leave that for another sales team. What I’m saying is the absolute best they can be in every situation.
Copyright 2015, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.
