Inspire Inclusion: Navigating Allyship and Gender Equality in Sales

I celebrate International Women's Day not because we deserve one day but because I take Women's History Month to promote and reflect on women's inequality.

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The World Economic Forum stated in the latest Global Gender Gap report that based on the progression rate from 2006 to 2023, it could take up to 131 years for women to achieve equality with men, that's 2154.?

The global population of women is 49.6%.

Reducing gender gaps in labour market participation, Science, Technology, Engineering and Maths (STEM) qualifications and wages could increase the size of the UK economy by around 2% or ￡55 billion by 2030.

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Companies in the top 25% for gender diversity on their executive team were 21% more likely to experience above-average profitability than companies in the bottom 25%.?

Societal and gender norms start at a young age:

• At ages 7 to 11, boys are twice as likely as girls to want to be scientists.
• Women aged 17 to 19 are over three times as likely to have an anxiety disorder as men of the same age.
• On average, women enter the labour market with higher qualifications than men but earn less per hour from the start, and the gap continues to widen with every promotion.

If we fast forward:

• ONS estimates the value of unpaid childcare and adult care to the economy at?￡411 billion annually. Almost one in four (24%) older female workers have caring responsibilities, compared with (13%) older male workers.
• Barriers exist for returners to work at a level equivalent to their skills. There are 1.2 million potential returners in the UK, 91% of whom are women.
• Of the 1.7 million people financially struggling in retirement, 70% are women.

(ONS Stats source in comments)

I have long campaigned for fair recruitment practices and diversity in my industry. In the 1990s, I was an executive member of the African Caribbean Finance Forum, associated with the USA National Black MBA Association. We initiated the first minority career fair, and the companies that failed to recruit diverse people were astounded by the high calibre of people applying for the positions.

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On Scale Your Sales Podcast, I host at least 50% women and 20% ethnic minority experts to hear diverse views. I often moderate panel discussions online or at conferences like the Sales Innovation Expo.??

I am often approached by women in sales and diverse people after keynoting at a conference, wanting my advice on their struggles or just proud to see me platforming at the event. Because if you cannot see it, you do not believe you can be it. When you secure a female sales leader, they will attract and recruit a diverse sales team.

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B2B sales is still an industry dominated by men. Retaining women requires a top-down approach. Nothing will change if the CEO is not inclusive and diversity is not a personal KPI.?

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The sales function has the second-biggest gender equity gap of all corporate functions" "Women are underrepresented and hold just 19% of leadership positions in sales, says Cristina Gomez, Managing Vice President, Sales Research Practice, Gartner.

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The 8th of March #IWD2024 campaign #InspireInclusion resonates with our commitment to fostering understanding, value, and empowerment through inclusion. Collective action takes centre stage in our pursuit of a gender-equal world that transcends biases, stereotypes, and discrimination. Women and men, united as allies, become architects of equity, pivotal in crafting a future that thrives on inclusivity.?

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We contacted our Scale Your Sales Podcast expert guests to hear their thoughts on what "inspire inclusion" means to them and why allyship from the 50.4% is crucial in gaining parity in less than 135 years.?

Here are their valuable insights.

Gina Stracuzzi:

Living what we want for the world is how change happens. Making room for others and learning about their goals and desires openly and visibly will inspire others to do the same. #InspiringInclusion is in the ripple of our actions.

Adrian Swinscoe:

Maya Angelou once said, 'In diversity, there is beauty, and there is strength.' Big shout out to all the women leaders, entrepreneurs, professionals, artists, teachers, doctors, and scientists out there. As an Ally - With you, and only with you, will we create more beauty and strength.

Kristie Jones:

I always say, 'You cannot motivate the unmotivated, but you can inspire the self-motivated.' For women to be treated equally, paid equally, and promoted equally, companies and male leaders must be self-motivated to do so.?

The challenge is on the table. Who will rise to the challenge?

?? Steve Hall:

Everyone has equal intrinsic value, regardless of gender, sexual preference, religion, or lack thereof, colour, race, religion, and nationality.?

Anyone who excludes people on any basis other than ability & potential is harming themselves & those who are excluded. Equal opportunity & rights for everyone should be universal.

Britta Lorenz:

Recognising diversity as a fact, inclusion becomes our powerful choice. We inspire, amplify diverse voices, and foster thriving environments.?

Being an ally isn't just acknowledging differences; it's actively embracing them, making inclusion our guiding principle. This ignites innovation, creativity, and collective success.

Rob May:

Fundamentally, it's the right thing to do. Understanding and connecting with a diverse range of customers is key in sales.?

Allyship is a vital component in this process, ensuring inclusion is not just a concept but a lived reality.

Jamie Crosbie:

Inclusion is our workplace cornerstone, fostering diversity's richness and celebrating unique strengths. Promoting gender equality unlocks team potential and fuels innovation. Embrace a Growth MINDSET; challenge, learn, and seek improvement. Support each other, champion diversity, and cultivate a workplace where everyone shines and growth flourishes.?

Together, we architect change, intertwining equality and a growth mindset for unparalleled success.

Lauren Bailey:

Inspiring inclusion means educating leaders on hiring, engaging, and promoting diverse groups. It's worth the effort!?

Allyship = "Humanship." We are all Weird. Different. Outsiders. Insiders. With different preferences and similar shame. Good humans try to understand, support, and include.?

Cherilynn Castleman:

Let's build a sales environment where allyship dismantles biases and empowers all voices. Allyship in sales fosters inclusivity, trust, and diverse perspectives, driving better collaboration and customer understanding.?

It's vital for building a culture of equality and driving business growth.

Cassi Roper:

Inclusion ensures everyone's voice is heard and talent is recognised. Inclusive teams drive more innovation, better decision-making, stronger customer relationships, and greater success.?

??Janice B Gordon - Customer Growth Expert FISP FPSA FRSA

In sales, diversity is fundamental to good leadership and future-proof revenue growth. 75% of B2B buyers will be diverse within the next ten years.?

Allyship ensures lived inclusion, understanding diverse perspectives, and unlocking innovation and collaboration benefits your team and your customers.

Teams with a healthy proportion of women in leadership benefit from higher win and attainment rates. Profits are up to 50% higher for companies with women in leadership roles.

Wajid Mirza and Arthur Lawrence say the most important thing we can do for gender parity is to become less tolerant of male incompetence.?Harvard Business Review Studies prove that when we equate confidence with competence, we erroneously create many inept male leaders while erecting glass ceilings for capable women.?

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People follow people, leaders, and brands. People, specifically buyers and customers, need to see people like them, so it's essential that companies are representative of the communities they serve.

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As we navigate the evolving landscape of equality and diversity, the Scale Your Sales Framework creates the efficient foundations for sales excellence, revenue, and customer growth. I will continue to support a more inclusive sales environment for all.

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Typically, traditional selling methods no longer meet the standards of today's buyers and customers, and training alone cannot bridge the gaps in the required knowledge and skills. What is needed is a transformation of the sales mindset to understand better an individual's nuances and intrinsic sales strength and how they can be aligned with customer expectations.

?Aligned to this, Scale Your Sales helps CEOs, CROs, and Sales leaders get access to data-informed processes to set your sales team on their path to revenue growth and the recruitment practices that guarantee the sales candidate achieves 92% top quartile success within 12 months.

Contact me Janice B Gordon - Customer Growth Expert FISP FPSA to discuss and ensure you have the right salespeople in the right seat to accelerate customer growth and revenue goals.??

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Together, united in the honourable professionalism of sales, we fortify the sales culture where every voice is heard and valued and contribute to the collective success of all.

Thank you to our esteemed former Scale Your Sales Podcast guests for sharing their insights, experiences, and expertise. Connect with:

Gina Stracuzzi

Adrian Swinscoe

Kristie K. Jones

?? Steve Hall

Britta Lorenz

Rob May

Jamie Crosbie

Lauren Bailey

Cherilynn Castleman

Cassi Roper

Join me 5 pm (12 noon EST) on March 20th, with Lauren Langstaff-Roberts, Principal Consultant, Wiser Elite.

Discussing barriers to entry, retention realities and inclusive sales recruitment.

Register for LinkedIn LIVE: Breaking Boundaries: Navigating Diverse Recruitment in Sales Roles.

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Janice B Gordon, The Customer Growth Expert, founded Scale Your Sales Podcast and Framework, which helps sellers grow revenue through customer excellence and sales—listed as LinkedIn Sales 15 Innovating Sales Influencers to Follow, 2021. Janice B Gordon is a Consultant, International Speaker, Educator and Facilitator, author of Business Evolution: Creating Growth in a Rapidly Changing World and co-author of Heels to Deals: How Women are Dominating Business to Business Sales.

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